Contents
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
4. Seeing New Value in Your Customers
5. Extracting Value from the Big Picture
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
9. Busting Myths in the Marketplace Wars
10. Understanding Why Downstream Competitive Advantage Is Sustainable
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