The Carrot and the Stick
Leveraging Strategic Control for Growth
by William Putsis
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Pub Date Jan 14 2020 | Archive Date Jan 15 2020
University of Toronto Press | UTP-Rotman
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Description
In today’s world of interconnected and “always-on” information, companies that succeed are those that compete by leveraging the advantage of strategic control points. A strategic control point is a part of a market where, if controlled by one party, it can be used to leverage power elsewhere. This can occur throughout the supply chain, in a related business, or even in an unrelated market.
The Carrot and the Stick focuses on how points of strategic control can be leveraged in today’s market environment. Using detailed examples and case studies – ranging from historic cases like Vanderbilt’s railroad in New York to current cases like Amazon’s control of the value chain – the book explains how finding and leveraging points of strategic control is the key to success in today’s convergent, fast-paced markets. The emphasis throughout the book is on the tactical: how to spot and own potential points of strategic control, how to extend them to multiple markets, what tools and processes can be implemented in order to utilize the principle in practice, and how to “pry loose” existing points of strategic control owned by others.
William Putsis is Professor at the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill, and CEO of Chestnut Hill Associates, a strategic consulting firm he founded in 1995.
Advance Praise
“This book covers a critical concept in gaining and keeping a strategic advantage. Going through structured process to identify strategic control points is good business practice in the first place. Then being able to identify that point of strategic control allows for a powerful alignment of resources to leverage it while it lasts. Professor Putsis sets out very compelling examples and cases to illustrate both the process and the outcomes of identifying and owning strategic control points. It is an approach that we are actively teaching and doing at UL and we believe that we are seeing results from it.”
- Patrick Boyle, Senior Vice President and Chief Learning Officer, UL
“The Navy Seals have a motto, “Never fight fair”. This simple statement makes it clear that even the very best and most effective organizations seek to enter all engagements with the upper hand in order to ensure a winning outcome. Bill Putsis’ fascinating work, “The Carrot and the Stick”, embraces this notion and provides well-crafted and informative proof points designed to help companies identify and capitalize on the strategic control points that will ensure victory in even the most competitive markets.”
- Christian Anschuetz, Senior Vice President and Chief Digital Officer, UL
“After reading The Carrot and the Stick, you will start to look at everyday situations differently. Dr. Putsis provides a compelling narrative across industries and time periods showing how considering strategic control points can swing business outcomes. One such story is of Cornelius Vanderbilt and how he was able to utilize one of his assets, a railroad bridge, which held a critical strategic control point to gain the upper hand in a business negotiation. It is however Dr. Putsis’s role as a strategic advisor to many global brand-name corporations that allows him to go beyond what would otherwise be theory and academic and connect it to the practitioner.”
- Michael Lohnert, Managing Director, Boeing HorizonX Ventures
“Bill takes all the small things happening on the periphery of our vision and brings them into focus. He deploys stories from companies in wildly different historical contexts and industries--from Amazon to Owens Corning--forcing us to relinquish the tiresome trope, “but things are different in my industry.” Everyone has a carrot, and everyone has a stick. If you don’t see yourself in this book, you’re not reading closely enough.”
- Molly Nagler, Chief Learning Officer at Pepsico
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Available Editions
| EDITION | Hardcover |
| ISBN | 9781487501655 |
| PRICE | CA$32.95 (CAD) |
