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Introduction: Tilting Downstream
Part One Your Center of Gravity
1. Finding the New Locus of Competitive Advantage
2. Slashing Your Customers’ Costs and Risks
3. Seizing the Downstream Advantage
Part Two The Perch
Mapping Market Networks
4. Seeing New Value in Your Customers
5. Extracting Value from the Big Picture
Part Three The Deep Dive
The Competitive Playing Field Inside the Customer’s Mind
6. Scoping Out the Playing Field
7. Taking Control of Criteria of Purchase
8. Knowing Who Your Competitors Are
Part Four The Bottom Line
9. Busting Myths in the Marketplace Wars
10. Understanding Why Downstream Competitive Advantage Is Sustainable
11. Tilting Your Strategy and Organization
About the Author ...