Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.

  • Apple
  • Android
  • Windows Phone
  • Android

To get the free app, enter your email address or mobile phone number.

Qty:1
  • List Price: $23.00
  • Save: $6.91 (30%)
FREE Shipping on orders with at least $25 of books.
Only 20 left in stock (more on the way).
Ships from and sold by Amazon.com. Gift-wrap available.
Creating Competitive Adva... has been added to your Cart
FREE Shipping on orders over $25.
Condition: Used: Acceptable
Comment: The item is fairly worn but continues to work perfectly. Signs of wear can include aesthetic issues such as scratches, dents, and worn corners. All pages and the cover are intact, but the dust cover may be missing. Pages may include limited notes and highlighting, but the text is not obscured or unreadable.
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 2 images

Creating Competitive Advantage: Give Customers a Reason to Choose You Over Your Competitors Hardcover – April 25, 2006

4.1 out of 5 stars 33 customer reviews

See all 5 formats and editions Hide other formats and editions
Price
New from Used from
Kindle
"Please retry"
Hardcover
"Please retry"
$16.09
$3.74 $0.01
Audio CD, Audiobook, CD
"Please retry"

"TED Talks: The Official TED Guide to Public Speaking"
The inside secrets to giving a first-class presentation from the man who put TED talks on the world’s stage. Learn more | Kindle book
$16.09 FREE Shipping on orders with at least $25 of books. Only 20 left in stock (more on the way). Ships from and sold by Amazon.com. Gift-wrap available.
click to open popover

Frequently Bought Together

  • Creating Competitive Advantage: Give Customers a Reason to Choose You Over Your Competitors
  • +
  • Relevant Selling: Research Proves Customers Value More Than Just Price
  • +
  • Prosperity in The Age of Decline: How to Lead Your Business and Preserve Wealth Through the Coming Business Cycles
Total price: $55.07
Buy the selected items together


Editorial Reviews

Review

"So many companies think that differentiation is the key to success. It isn't. The key is knowing how to articulate what's different or better about your product. Creating Competitive Advantage is a must-have for any CEO's library."
-- David Neeleman, CEO, JetBlue Airways

"Jaynie Smith presents you with the most valuable marketing edge you can ever have -- and it won't cost you one cent… Just be sure that you unleash it before your competitors do… The sooner you read [Creating Competitive Advantage], the sooner you'll profit from it."
-- Jay Conrad Levinson, author of Guerrilla Marketing

"Any book that tells you how to be different from your competitors is worth reading. It's what good strategy is all about. Creating Competitive Advantage is just such a book."
-- Jack Trout, author of Trout on Strategy

With engaging writing, telling insights, and inescapable logic, Jaynie Smith shows us how Creating Competitive Advantage is key to a successful business.”
-- Robert B. Cialdini, author of Influence: Science & Practice

Creating Competitive Advantage is a weapon every business person needs in their arsenal to survive in today’s tough world.”
–Jack Stack, President & CEO, SRC Holdings Corp., author of The Great Game of Business

Jaynie Smith’s experience as an advisor to scores of CEO’s has been distilled in this comprehensive look at sound competitive strategies. It’s back to the basics, an exercise every business needs to revisit!”
-- Clark Johnson, former CEO, Pier I Imports

"Compelling! The clarity with which Jaynie Smith presents her message is particularly valuable because the concept is, among business leaders, frequently discussed but often understood only superficially.  Finding and using your advantage is the key to not only survival but more importantly, attractively profitable survival. Should be required reading for business leaders."
— Chuck Lillis, former CEO, MediaOne

About the Author

JAYNIE L. SMITH is the founder of ICS Marketing, and president of Smart Advantage, Inc., a management consultancy whose clients include hundreds of middle-market businesses. She also serves as the Florida chair for the Executive Committee (TEC), an international network of over 11,000 CEO. She resides in Hollywood, Florida. WILLIAM G. FLANAGAN has been a writer and editor at Forbes, the Wall Street Journal, BusinessWeek, Esquire, and New York magazine. His last book was Dirty Rotten CEOs (Citadel).
NO_CONTENT_IN_FEATURE


Product Details

  • Hardcover: 240 pages
  • Publisher: Crown Business (April 25, 2006)
  • Language: English
  • ISBN-10: 0385517092
  • ISBN-13: 978-0385517096
  • Product Dimensions: 5.3 x 0.8 x 7.8 inches
  • Shipping Weight: 14.9 ounces (View shipping rates and policies)
  • Average Customer Review: 4.1 out of 5 stars  See all reviews (33 customer reviews)
  • Amazon Best Sellers Rank: #51,230 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover
Using telling case studies, Jaynie L. Smith reveals in "Creating Competitive Advantage" how to exploit your competitive advantages to keep your firm alive and growing.

In her research, the Florida chair for The Executive Committee, an international organization of more than 11,000 CEOs, claims to have found only two CEOs of more than 1,000 middle market companies that could succinctly and clearing articulate their firm's competitive advantage.

According to the author, the five fatal flaws of most companies:

1. They do not have a competitive advantage but think they do.

2. They have a competitive advantage but don't know what it is--so they opt to lower prices.

3. They know what their competitive advantage is but neglect to tell clients.

4. They mistake "strengths" for competitive advantages.

5. They ignore on competitive advantages when making strategic and operational decisions.

These flaws, the author states, need not be fatal. In ten short, yet thought provoking chapters, she guides the reader through a plan that identifies his or her competitive strengths and prepares an action plan to exploit them.

"Back to basics" is this simple, well-written book's message. Yet, it is a message business leaders will ignore at their firm's peril.
Comment 18 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Hardcover
Competitive Advantage - it is the stuff of every business owner's dreams. The problem is that Competitive Advantage is a moving target. Ms. Smith rightfully makes clear that there is a never ending need to evaluate and re-invent competitive advantage.

Smith's book is on point with her advice on how to put creating competitive advantage to work in your organization. At the end of each chapter is a summary of the major points and reminders of the lessons learned from the case studies.

Smith uses ample and interesting case studies to make her points. However, what would normally be a strength turns into a weakness as Smith repeatedly pounds home that these are "her clients." Unfortunately, I've seen this same problem with speakers. Often, in an attempt to build credibility, speakers will talk about "my client will . . . ," or "I have a client who . . . " or "one of my clients . . . " The difficulty is, this becomes a hard sell instead of simply building credibility. Smith's book suffers from this difficulty. What could have been an excellent work, and very timely for the present economic conditions, is diminished by what comes across as self-promotion.

One piece of advice Smith gives is "So brag a little." I'm uncomfortable with that advice. I understand that companies need to make sure the customer base knows of the advantages of dealing with them. However, especially in this market, I'm finding a real push back on a hard sell. So if you can brag a little without it being perceived as a hard sell, then perhaps that will work for you. In Smith's case, the perception of this reader is that she went much too far in "bragging a little."

Having said all that, I still recommend that you read this book and pull out the many good points Smith makes. You may have to work to get by some of the self-promotion, but there is a still enough solid advice to make Smith's book worthwhile.
Comment 9 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Hardcover Verified Purchase
I am a business consultant and have read many business books. I am always searching to mine some nugget of truth that not only impacts my approach to my clients but will enhance my business model. Creating Competitive Advantage exceeds that criteria. Author Jaynie L. Smith hits the bulls eye by revealing that most companies can’t successfully identify their competitive advantages (CA’s) and in turn can’t properly promote and grow their business. Jaynie asks the right questions to help the business leaders drill down to who they really are and how they are different or better than their competitors. Once the CA’s are identified then a marketing plan can be created around this proper foundation. This leads to positive business growth and sense of empowerment with a feeling of confidence that the business is going in the right direction.

Once a business creates a list of CA’s it is important that they are verified by their customer base. Because the only perceptions that matter are those of the customer. This book is great mix of theoretical and practical examples from the hundreds of business clients she has served. It is a “must read” book for any business leaders library.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
Format: Hardcover
A leader of a strategic sub group of a non-profit to which I belong requested that all participants read this book. So I bought it. I am surprised how I lasted as long as I did, to page 20. The number of mistakes, imprecise definitions and simply clueless concept manipulations has been staggering from the beginning.

This reminded me my first marketing class in the business school. After listening to a student proudly spewing buzz words, a professor (now at Harvard) said, "I do believe that you are ready for job interviews. Now can you tell me in your own words what exactly have you been trying to say?" Silence followed.

Examples? I'll use just one of many in the first 20 pages. In her example of JTECH on page 10, Ms. Smith states that at HER workshop, "JTACH executives set about determining exactly what the company's strongest competitive advantage was. It's service was great, it's equipment top of the line, it's costs competitive. But that what the competition said, too. JTECH needed a simple, strong, accurate, and convincing statement to differentiate itself from its competitors.

JTECH team brainstormed at the workshop and afterward to determine and articulate JTECH's best competitive advantage - in straightforward, quantifiable terms. They kicked it around among themselves, asked their customers, and finally nailed it down:

Of the fifty largest chains who used paging,
100 percent use JTECH."

Just a few pages later (not further than 20) the author differentiates competitive advantage from a statement.

Wait a minute, you just said that "Of the fifty largest chains who used paging,
100 percent use JTECH," was an advantage (not just any, THE STRONGEST ONE!
Read more ›
4 Comments 31 people found this helpful. Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse

Most Recent Customer Reviews

Set up an Amazon Giveaway

Creating Competitive Advantage: Give Customers a Reason to Choose You Over Your Competitors
Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more
This item: Creating Competitive Advantage: Give Customers a Reason to Choose You Over Your Competitors