Table of Contents

List of Figures List of Tables Preface Acknowledgements List of Abbreviations The Delta Model: The End of Conventional Wisdom The Triangle: Strategy Based upon Bonding The Best Product: Winning through Costs and Features Total Customer Solutions: Winning through Relationships System Lock-In: Winning through Complementors Creating a Strategic Agenda: The Case of Motorola Semiconductor Execution is not the Problem: Aligning Execution with Strategy Is! Delta.com: Reinterpreting the Internet Industry Measuring Success: Aligning Strategy, Processes and Metrics Managing by Averages Leads to Below Average Performance: The Need for Granular Metrics The Restructuring of the Electric Utility Industry: Applying the Delta Model to an Industry in Transition Toward a Unified Framework of Strategy

Promotional Information

ARNOLDO HAX is the Alfred P. Sloan Professor of Management at the Sloan School of Management of the Massachusetts Institute of Technology. He has wide consulting experience, working with companies such as Merck, EDS, Saturn, Coca-Cola, Digital Equipment Corporation, Motorola, General Motors, Citibank, Prime Computer, Searle Analog Devices, Westinghouse Electric, Unilever, 3M, and Brown Boveri. DEAN WILDE is the founder and Chairman of Dean & Company - a strategy consulting and investment firm that focuses upon industries in transition. Previously he was a Director and member of the Boa

About the Author

ARNOLDO HAX is the Alfred P. Sloan Professor of Management at the Sloan School of Management of the Massachusetts Institute of Technology. He has wide consulting experience, working with companies such as Merck, EDS, Saturn, Coca-Cola, Digital Equipment Corporation, Motorola, General Motors, Citibank, Prime Computer, Searle Analog Devices, Westinghouse Electric, Unilever, 3M, and Brown Boveri. - DEAN WILDE is the founder and Chairman of Dean & Company - a strategy consulting and investment firm that focuses upon industries in transition. Previously he was a Director and member of the Board of Directors at Mercer Management Consulting and Executive Vice President of Strategic Planning Associates.

Reviews

'For a layman - I am really a layman in this area - I find this thoroughly fascinating.' - Franco Modigliani, Institute Professor Emeritus, Sloan School of Management, Massachusetts Institute of Technology; winner of Nobel Prize in Economic Sciences, 1985 'There has never been a better time for rethinking how one does strategic thinking and we fortunately have Hax and Wilde to chart the way - to take us on a voyage of exploration.' - Lester Thurow, from Prologue, Jerome and Dorothy Lemelson Professor of Management and Economics, Sloan School of Management, MIT 'The ability to build strategic clarity and define the practical business action shines through in The Delta Project.' - Niall FitzGerald, Chairman, Unilever plc 'The work by the authors in strategy development has been a 'must read' for me for many years and an invaluable resource to every organization I have been associated with...With the technology evolutions of the last five years, this new work has taken on more importance to insure that a business strategy is relevant to the times.' - Hector Ruiz, President and CEO, Advanced Micro Devices 'I had the opportunity to see the Delta Model deployed in several of my operations with lasting positive impact. In a world where economics of aggregation and disaggregation are drastically changing, understanding these system economics can lead to totally new business models.' - Gerhard Schulmeyer, President and CEO, Siemens Corporation 'There is a lot of original thinking in this book, thinking that we have applied in our investment practice with excellent results. The insights into customer bonding have enriched the way we evaluate a company's position and prospects, and are now a central part of our evaluative and strategic vocabulary. In several cases the Delta framework has directly led to decisions that have meaningfully improved our returns.' - Robert Lindsay, CEO, Bessemer Securities