Big Winners and Big Losers: The 4 Secrets of Long-Term Business Success and Failure

Chapter 5. Agility

Big winners knew where to go. They understood where they had to head. (See Table 5.1.) Their movement was based on knowledge of their customers. It was driven by markets, as opposed to technology or products.

Table 5.1. Traits of Agility

Company	Movement
Amphenol	Works closely with customers Goes toward specialty markets Becomes a consolidator Diversifies into new markets
SPX	Collaborates with customers Finds new industries Purchases diverse firms Acquires varied products
Ball	Responds rapidly to changes in market demand Develops customer intimacy Creates new concepts Purchases competitors Diversifies into new technology
Fiserv	Responds quickly to industry consolidation Grows by integrating with customer infrastructure Moves to back office ...