How to Gain Competitive Advantage

How to Gain Competitive Advantage

Four ways to gain competitive advantage We are often asked how organizations can better differentiate themselves in highly competitive industries. They understand that not being able to stand out minimizes their ability to secure new business without lowering prices. Those organizations that do a better job at differentiating – and communicating their differentiators – cave…

Trouble Recruiting the Best?  Use Your Hiring Competitive Advantages

Trouble Recruiting the Best? Use Your Hiring Competitive Advantages

Before the pandemic, many businesses struggled to attract new employees. They struggled with the answer to this question: why should someone work for your organization? With so much competition for good talent, businesses must have a compelling response. After pandemic layoffs we have now come full circle, and organizations are once again struggling to find…

Who Wins in a Price War?

Within the last year, many industries experienced drastic pricing pressures in response to rapidly shifting buying patterns that left many markets with excess capacity (think of airline seats and hotel rooms during the pandemic when travel evaporated). If you happened to travel and needed a hotel room during that time, you likely experienced some of…

Who Wins in a Price War?

Who Wins in a Price War?

What is a price war? A price war is when one supplier (usually) believes they can secure more market share by lowering their price.  “If we cut our prices, we can drive up our sales volume,” these companies’ leaders say.  The war happens when competitors lower their prices in an effort not to cede market…

You Have the Wrong Number! Strategic Differentiation is at Risk

Some businesses have more measurements, controls, and processes than NASA.  Others have virtually none.  In my 30 years’ experience working very closely with hundreds of companies of all sizes, I have seen only a handful with metrics that are aligned with the highest buying criteria of their customers and prospects.  Strategic differentiation depends on having…