SS
Ten Slides in Ten Minutes:
Thinking about Competition in Business
[Capturing the Hearts and Minds of Prospects & Client...
Agenda
• The Sustainable Business Imperative
• A Relevant Business Acquisition Process is Essential
• A Journey Needs to b...
The Sustainable Business Imperative
Making the competitors irrelevant
Absent

Emerging

Pervasive

Dominant

Symbiotic
rel...
A Relevant Business Acquisition Process is Essential
Market
Management

Industry
Knowledge

Trend
Challenges

Response

Re...
A Journey Needs to be Developed with/for the Client
A Common Strategic
Vision with Clients

An evolving
relationship

Host...
It is a Necessity to Deploy Relevant Cost-Efficient Solutions
Moment of
Truth

A Common Strategic
Vision with Clients

An ...
The Red Queen Hypothesis - as Related to Competitors
• Taken from the Red Queen's race in Lewis Carroll's Through the Look...
Learn from other’s mistakes…
• Nokia’s value proposition – or lack of it !!!
• Blackberry’s failure to innovate

Irrelevan...
Client’s Define Value & Build the Barriers to Entry for your Competitors
A value proposition describes why your products a...
Closing
With robust Account Management: Clients’ assist in
building the barriers to entry for your Competitors

Business A...
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Ten Slides in Ten Minutes - Thinking about Competition in Business

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A few brief thoughts about competition in business.

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Ten Slides in Ten Minutes - Thinking about Competition in Business

  1. 1. SS Ten Slides in Ten Minutes: Thinking about Competition in Business [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP bill.graham@sales-synthesis.co.za October, 2013
  2. 2. Agenda • The Sustainable Business Imperative • A Relevant Business Acquisition Process is Essential • A Journey Needs to be Developed with/for the Client • It is a Necessity to Deploy Relevant Cost-Efficient Solutions • The Red Queen Hypothesis - as Related to Competitors • Learn from other’s mistakes… • Client’s Define Value & Build the Barriers to Entry for your Competitors 2
  3. 3. The Sustainable Business Imperative Making the competitors irrelevant Absent Emerging Pervasive Dominant Symbiotic relationship with clients Where you need to be going People Source: Sales Synthesis 3 Performing Pertinent Exclusive Projects Particular Places
  4. 4. A Relevant Business Acquisition Process is Essential Market Management Industry Knowledge Trend Challenges Response Relationship Building Impact Players Personal Challenges Upliftment Business Acquisition Source: Sales Synthesis 4 Opportunity Scouting Business Solution/s Benefits Derived value Symbiotic relationship with clients
  5. 5. A Journey Needs to be Developed with/for the Client A Common Strategic Vision with Clients An evolving relationship Hosted Solutions Value-Added Services Basic Solutions Basic Products Source: Sales Synthesis 5
  6. 6. It is a Necessity to Deploy Relevant Cost-Efficient Solutions Moment of Truth A Common Strategic Vision with Clients An evolving relationship Competitive Molehill Competitive Mountain Hosted Solutions Value-Added Services Basic Solutions Basic Products Source: Sales Synthesis 6 The Competitors’ Trajectory of Irrelevance
  7. 7. The Red Queen Hypothesis - as Related to Competitors • Taken from the Red Queen's race in Lewis Carroll's Through the Looking-Glass. • The Red Queen said, "It takes all the running you can do, to keep in the same place." • In a Business context: o For an evolving organisation [as all should be], continuing development is needed - just to maintain their relevance to the client’s marketplace. Source: Courtesy of Lewis Carroll & William Hamilton 7
  8. 8. Learn from other’s mistakes… • Nokia’s value proposition – or lack of it !!! • Blackberry’s failure to innovate Irrelevant offerings • Betamax was bulky, complicated, ugly, expensive, publicly ridiculed, horribly marketed, disdained by the media and only capable of limited recording and playback Outsmarted Complacency • Woolworths' collapse was one of the defining events of the credit crisis • Digital Equipment Corp. (DEC) was the world's secondlargest computer company in the late 1980s – now, not even a memory “Leadership” Source: Various 8 Poor Management Decisions Failure to evolve
  9. 9. Client’s Define Value & Build the Barriers to Entry for your Competitors A value proposition describes why your products and services are the best choice for your target customers. Value Proposition Value Definition Value Derivation Customer X Validate Solution Functionality Realise the Benefits Vendor Understand the Problem & Propose a Business Solution Architect the Technical Solution X Moment of Truth With robust Account Management: Clients’ assist in building the barriers to entry for your Competitors 9
  10. 10. Closing With robust Account Management: Clients’ assist in building the barriers to entry for your Competitors Business Acquisition Process A Journey needs to be developed Learn from other’s mistakes… Deploy Relevant Cost-Efficient Solutions However, there is, without doubt, one common area from which organisation failure emanates… Leadership… 10

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