Surviving and thriving when your customers contract

Abstract

Acknowledges how the telecoms industry has suffered a long slump and that there have been a number of high‐flying casualties. Contends there are three key strategic thrusts, which increase the likelihood of success: streamline for flexibility; focus to dominate; and expand to adjacent markets. Uses figures and a table to expound on the theme. Concludes that streamlining, focusing and expanding through adjacent markets is proving to be a successful strategic model for companies.

Citation

Kaplan, N.J. (2003), "Surviving and thriving when your customers contract", Journal of Business Strategy, Vol. 24 No. 1, pp. 16-20. https://doi.org/10.1108/02756660310734884