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Choosing the Right Customer
Simons, Robert L.Article HBS-R1403B-EStrategyAll companies claim that their strategies are customer driven. But when "customer" means any number of entities in a company's value chain--consumers, suppliers, retailers, even internal units like R&D--managers tend to lose focus, and their firms become vulnerable to competitors who have clearly defined who they serve and how. In this article, Robert Simons of Harvard Business School presents a framework that can help companies develop strategie...Starting at €8.20