This document discusses challenges facing companies in their core business. It identifies three main challenges: (1) developing new solutions and business models, (2) differentiating in a standardized market with similar offerings, and (3) maintaining quality and delivery while facing cost competition. It also analyzes the market landscape, noting that truly complex, customized solutions that differentiate a company are in the "knowledge competition" space but come with high risks. Standardized solutions face price competition. The greatest challenge is responding to complex customer-defined requests while navigating formal rules and competitor analysis.

1. Visualization of my field of expertice
Development * Project * Program * Sales * Bid * Legal
Comfort zone Corebusiness has at least 3 strong challegnes
Those solutions and services available, which er complex enough to A) Ability to develop new solutions and new goto market models.
differentiate oneself from the competitors and on the other hand B) Ability to differentiate themselves in a standardised market with similar solutions.
standardized to a degree of repetitive selling. C) Ability to maintain quality in solutions, services and delivery in an ongoing cost
competition.
Market
Complex
Standard Custom A Increasing bureaucratisation in
public and top 1000 procurement
B by centralized processes and
Complex
Comfort
sourcing.
Zone Knowledge comp.
Solutions
C Differences in quality and services
are difficult to maintain in
min/max requrements without
Simple
Price comp. dialogue where points are not
awarded for being ’more’.
Company Customer
defined defined Volume sales
solutions solutions Simple ’point’ products with a global outlook with high and increasing quality
and scope meet specific customer requirements over the counter,
strenghenthing the price competition.
The challenge in the green square
This square holds all the high risk / high gain proposals, known as RfP, tenders,
SKI, etc. The challenge is that the customer has taken charge of the definition
of the solution and one must find the winning solution amongst ones standard
offering, whilst navigating in a highly formalized environment, legal rules,
competitor analysis, etc – and still produce winning results.