Thriving in a Sea of Competition

Industries are considered fragmented when there is no clear leader – no one dominant company with the power to influence the industry. If you’re in a fragmented industry, this is good news in one regard – smaller companies don’t have to worry about being crushed by large competitors. The downside is that, without a smart strategy, opportunities for growth are extremely limited. Fragmented industries are easy to spot, in addition to having no obvious leader, the industry is rife with small to medium-sized privately held (often family owned) companies. A fragmented industry is also characterized by one or more of the following: It’s new – firms don’t yet have the skills or resources to dominat

The Benefits of Thought Leadership

A thought leader is essentially a trusted resource - and in an information economy - a trusted resource is extremely valuable. A thought leader can be an individual or a company with a thorough mastery of its business, its customers and the dynamics of the broader operating environment. The bottom line is that a thought leader has an enormous industry edge. It doesn’t matter what industry you’re in – whether yours is a Fortune 1000 company or a bakery in a small town – thought leadership will propel your business in ways that you could never imagine. With the right approach and a relatively small investment, results will materialize quickly. To be a thought leader – you need to consistently

When Only You Should Make The Decision

Going rogue isn’t necessarily a bad thing. In fact, the world could use a few more practical rogues. I use the word to separate those who have some basis for their actions from those who act impulsively---to be clear, rogue can be good, but impulsive is always bad. Following are 6 instances where taking bold initiative has merit: 1. When You Know More than Everyone Else The reason you know more is either because you’ve done your homework or you have more experience is that area. You may have done some reading and talked to experts because you anticipated the situation long before everyone else. 2. When Time is of the Essence Not everything can wait until a committee gets around to making a

The Power of Case Studies: Part V: Leveraging

1. Use them as sales tools. Use them in presentations, to illustrate key points and to overcome common objections. For example, if prospects often have concerns about service, present a case study that features a client who had similar concerns and then received stellar service. 2. Use them online to generate leads and traffic. You can offer your case studies in exchange for contact information on your Web site. Case studies will also increase traffic and possibly improve your search engine rank. 3. Send them to existing clients and prospects. This is a good way to keep in touch and create interest in a new product or service. Case studies based on real-world applications are welcome addi

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