Subscribe Log in

Strategy

Market Growth Strategy Based on The Lanchester Strategic Model, Part 1

There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market — you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. This analysis presents a methodology for developing more precise strategy.

March 28, 2022

Share

There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market – you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. This analysis presents a methodology for developing more precise strategy.

There is only one market leader in any given territory. Any successful growth strategy has to be built on your position in the market – you have to pick your battles and create tactics to win. The question is how you decide where to focus your sales and marketing resources to increase your market share. […]

Editor’s note: This article, which first appeared in MDM more than 25 years ago, is one of the most-requested MDM Premium reports. Its value is timeless as a guide to develop a more precise market strategy based on the unique competitive dynamics of specific territories, and not as an absolute methodology. While some of the target numbers used may seem arbitrary, they have been used successfully in the U.S. for developing growth strategy models. We find it particularly interesting in light of the rise of Amazon Business and its increasing capture of commodity market share in MRO markets.

Execut…

This is a Premium Article

Join NAW to read the full article — plus access to research, data, and intelligence.

As a member, you get:

  • Unlimited premium MDM articles, case studies, and monthly intelligence reports
  • Access to webcasts, podcasts
  • Exclusive whitepapers, research reports, and market data
  • Quarterly M&A, MarketPulse, and Economic Outlook reports
  • Access to NAW Nucleus, NAW SmartBrief, and NAW’s policy and leadership resources

The NAW Professional Membership is $850/year for individuals. It’s the fastest way to unlock this article — and everything else.

Unlock Premium Content


>> Explore all membership options

Related Articles

See More Articles