Changing the corporate mindset: focus on the external, not the internal

Deborah House (A business and profitability strategist, is the founder and CEO of The Adare Group, a strategic profitability‐consulting firm with headquarters in the Chicago area. She can be reached at

Handbook of Business Strategy

ISSN: 1077-5730

Publication date: 1 December 2004


Profit margins are easily destroyed when companies focus on internal issues versus the external conditions that affect customers. Revenue comes from the outside, from customers buying products or services, not from implementing new technology, re‐engineering business processes or building great teams. Focusing on external forces increases the bottom line. In fact, by shifting to an external focus, companies can often increase profits from 5 to 10 percent.



House, D. (2004), "Changing the corporate mindset: focus on the external, not the internal", Handbook of Business Strategy, Vol. 5 No. 1, pp. 161-165.

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Copyright © 2004, Emerald Group Publishing Limited

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