Published by:
Harvard Business Publishing
Length: 9 pages
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Abstract
Many companies today are searching for growth. But how and where should they look? Breaking compromises can be a powerful organizing principle. Even in the most mature businesses, compromise breakers have emerged from the pack to achieve breakaway growth--far outpacing the rest of their industry. Examples include Chrysler Corp., Contadina, CarMax, and the Charles Schwab Corp. Compromises are concessions customers are forced to make. Unlike trade-offs, which are the legitimate choices customers make between different product or service offerings, compromises are imposed. The authors propose a number of alternative approaches to finding the compromises hidden in any business.
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Abstract
Many companies today are searching for growth. But how and where should they look? Breaking compromises can be a powerful organizing principle. Even in the most mature businesses, compromise breakers have emerged from the pack to achieve breakaway growth--far outpacing the rest of their industry. Examples include Chrysler Corp., Contadina, CarMax, and the Charles Schwab Corp. Compromises are concessions customers are forced to make. Unlike trade-offs, which are the legitimate choices customers make between different product or service offerings, compromises are imposed. The authors propose a number of alternative approaches to finding the compromises hidden in any business.