Strategic Decision - Competition v. Customers
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Some business owners see their business as a highly competitive activity. They want to "kill the competition," "win the contract" and "capture market share." Others seemingly ignore the competition and focus on solidifying their relationships with the customers. Two interesting points of view that attempt to reach the same result, a strong healthy business. It could be questioned whether one approach is more successful than the other. Actually, it would be easy to argue in favor of both points of view. The reality is it probably makes little difference; as long as you realize you do have to win over your potential client to gain that business.
A high percentage of business owners display a tendency to be strongly competitive. They see each competitor as a challenge to overcome. They will devote a significant amount of effort in doing S.W.O.T. analysis on their competition in order to figure out the best strategies and action plans to gain the upper hand and a larger market share. Beyond question, this can sharpen your business skills and fine tune the methods you'll need to deliver your products or services in the best possible way. Each new customer is seen as a victory over the competition and reason for tremendous celebration within the organization.
The style of building your business by focusing on customer relationships does not necessarily infer a lack of competitive spirit. As mentioned earlier, it is just another way of reaching the same result. Each new customer is seen as a reason for tremendous celebration within the organization.
Many business owners that adopt this method feel all the time, money and energy spent on S.W.O.T. analysis and devising those strategies and action plans to counteract the competition, is a waste. They argue, the money and time is better spent on devising those strategies and action plans to establish and strengthen the relationships with the customers. They can argue, with some success, that even if you beat out the competitor, you still have to establish and maintain a good relationship with the customer. Otherwise, the competition will come in and take the customer away.
What's your point of view? Do you want to win the war over your competitors or the hearts and minds of your customer?
Strategic Decision Competition v Customers - To learn more about this author, visit Sam Langfitt's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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