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Strategic Insights: Competing in Market Structures

Explore the fundamental rules of strategy as articulated by Bruce Henderson, founder of BCG, and reflect on Winston Churchill's wisdom regarding resilience in competition. Dive into the concepts of market structure, including market leaders, challengers, followers, and niche players. Learn about various defense and attack strategies—flanking, preemptive defense, and guerrilla tactics—that businesses can employ to expand or defend their market share. This overview provides actionable insights for navigating complex market dynamics effectively.

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Strategic Insights: Competing in Market Structures

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  1. Quotes to Live By... Induce your competitors not to invest in those products, markets and services where you expect to invest the most … that is the fundamental rule of strategy. - Bruce Henderson, Founder of BCG There is nothing more exhilarating than to be shot at without result. -Winston Churchill

  2. Hypothetical Market Structure & Strategies Market nicher Market leader Market challenger Market follower 40% 30% 20% 10% Expand Market Defend Market Share Expand Market Share Attack leader Status quo Imitate Specialize

  3. DEFENDER ATTACKER Defense Strategies (2) Flank (3) Preemptive defense (4) Counter-offense (6) Contraction (1) Position (5) Mobile

  4. (4) Bypass attack (2) Flank attack Attacker Defender (1) Frontal attack (3) Encirclement attack (5) Guerilla attack Attack Strategies

  5. Specific Attack Strategies • Price-discount • Cheaper goods • Prestige goods • Product proliferation • Product innovation • Improved services • Distribution innovation • Manufacturing cost reduction • Intensive advertising promotion

  6. Market Follower Strategies • Counterfeiter • Cloner • Imitator • Adapter

  7. Nichemanship • End-user specialist • Vertical-level specialist • Customer-size specialist • Specific-customer specialist • Geographic specialist • Product or product-line specialist • Product-feature specialist • Job-shop specialist • Quality-price specialist • Service specialist • Channel specialist

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