Focus 4.trading worries non-competing peer once a month bring up your worries bring up your hopes for the company
Tools d.competitive advantage i.value proposition options ii.competitive advantage questions Whats our value proposition? Why will people prefer to buy what were selling? Niche Our distinctives
Tools d.competitive advantage i.value proposition options price features execution pick only 1
Value Proposition Options PRICEFEATURESEXECUTION DirectTangibleAvailability PriceQualityTiming Discount structurePerformanceConvenience RebatesProprietary propertiesDelivery Credit ratesPre- & post- sales serviceReliability IndirectOptions / choiceIntensity Financial assistanceGuaranteesSales hustle Capital vs. operatingIntangible/ImageService hustle Life cycle costDesignFriendliness Cost absorptionFashions Prestige Personality
Can we actually beat our competition at this? Can we live off this value proposition? What percentage of potential customers actually want this value? Can we reach them economically? Will they pay us enough? d.competitive advantage i.value proposition options price features execution ii.competitive advantage questions Tools
e.competitor triangle You can have it fast, you can have it cheap, you can have it good. Pick any two. fast cheapgood What 3 product qualities do my sectors customers value most?
Tools e.competitor triangle speed pricequality What 3 product qualities do my sectors customers value most?
Tools e.competitor triangle accessibility pricequality True North Hideaway Trails End Ross Resort Pipestone Happy Landing What 3 product qualities do my sectors customers value most?
Focus 5.Strategy on a Post-It
Strategy staying on track Bruce Duggan Director BullerCentre.com