Monday, May 13, 2013
The 80/8 Paradox
From Roger Martin's column (Secret Sauce) in the current issue of Rotman Management:
"Chris Zook, co-head of Bain & Company's Strategy practice, recently told a packed audience in our brand-new Event Hall that "Differentiation is the vessel that holds the crown jewels of a business." What is the unique value-add that justifies someone purchasing your product or service? This might sound like a simple question, but it isn't: Zook and his colleagues have found that while 80 per cent of executives believe that their offering is highly differentiated, only eight per cent of customers agree with them."