Are you currently faced with a formidable competitor? While it may be easy to differentiate yourself from a pool of competition, likely, there will be one or two competitors that are tough to stand apart from.. Sales consultant and author Bruce W. Marcus offers some insights into what sets one apart when it seems like the opponent is an equal. According to Marcus, the professional that “wins the competitive battle” is:
- The one who best understands the market. The one who says, “I have a portion of my clientele in declining industries, a portion in static industries, a portion in emerging industries. I’ll focus on getting clients in the emerging industries and find ways to keep those in the other two.”
- The one who understands the changing nature of the professions. The breakdown in the barriers between accounting and law. The expansion of professional services from accounting to consulting, from legal services to financing and business consulting, and so forth. The changing nature of the commercial world and its new demands on the professions. The new technology and what it really means. The emerging freedom from the billable hour and the non-competitive fee
- The one who understands positioning and that it comes not from within the firm, but from within the needs of the market, and that the firm exists to meet those needs.
To read the rest of the article, click here.
Wednesday, Oct 21, 2009
Jessica Helinski