Post on 15-Nov-2014
description
Understanding and Comparing
Competitive Positions
The Nine Key
Components
Nine Formulas for Competitive Business
Success
The Science of Strategy Institute
Understanding the competitive neighborhood and your place within it
Strength arises from unity and focus while outside perspectives expose reality
Competitive positions are relative and affected by deception so analysis is never done
Competitive Position
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
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9 Key Components: Where are we?
The Competitive neighborhood is the industry where you struggle to survive
You have specific, physical location, that is your competitive neighborhood.
Start from where you are
Know your current position at all times.
If your business were a book, where would we find it in the bookstore?
The Yellow Pages is another competitive neighborhood.
Survival starts with understanding your environment and how to use its resources.
Your competitive neighborhood is dynamic—continually changing.
It is both externally and internally unique.
Your business is part of a larger system
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
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9 Key Components: Where are we?
The marketplace and business climate are two side of the same coin
EARTH
Your marketplace is the source of your income
Your marketplace includes the customers you serve.
The marketplace for your business is your target market.
The marketplace is the world of transactions that affect the emotions
and attitudes of customers.
Your marketplace consists of what customers & suppliers know about each
other.
Mentally it consists of different types of knowledge.
Physically, it consists of geography.
Physically, your marketplace can be…
ORLOCAL
Local (near) Distant (far)
Reaching your marketplace can be…
OR
Easy Difficult
Physically, your marketplace can be…
OR
Open Narrow
Part of “where” people are includes the knowledge they have
Mentally, your marketplace can be…
OR
Local (known) Distant (unknown)
Mentally, your marketplace can be…
OR
Easy (looking for you) Hard (no interest)
Mentally, your marketplace can be…
OR
Open (obvious need) Narrow (no need)
Every Marketplace has its own rules
Choose a marketplace where the rules are in your favor
The rules you follow affect your performance in competition
Choose Ground that…
Weather – Climate – Heaven – Time
Climate is the emotional trends and physical changes in business
Constant changes in climate mean that your position is always changing as well.
Climate is the emotional attitudes that affect business that change over time.
Climate includes the economic trends
The business climate can be…
OR
Sunny Overcast
The business climate can be…
OR
Hot Cold
Climate provides the timing for good decisions
Change always creates opportunity.
Climate
PLACEPLACE
TIMETIME
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
2
3
4
5
6
7
8
9
9 Key Components: Where are we?
Leadership and systems are two sides of the same coin
Leadership is your ability to make decisions
Leadership strengths can be overdone
OVERDONE WEAKNESS
A Leader is Smart
But doesn’t Overanalyze
Ground
ParalysisOver analysisArrogance
DumbIgnorant
OVERDONE
A Leader is Courageous
But not Foolhardy or Reckless
Climate
RashFoolhardyReckless
WEAKNESS
Cowardice
OVERDONE
A leader is Caring
But not overly sensitive or a zealot
Mission
IdealismToo fond of peopleZealot
WEAKNESS
IndifferentAloofUnmotivated
OVERDONE
A leader has Integrity
But not with an overly delicate sense of honor
Systems
Overly sensitiveGullible
WEAKNESS
UnfairDishonest
OVERDONE
A leader enforces Discipline
But isn’t a tyrant or too rigid
Command
RigidityTyranny
WEAKNESS
UndisciplinedQuick-TemperedLazy
Leadership
Systems are the methods of interacting with others
Your systems include customers and suppliers
Begin the systems analysis by documenting “what is”
Perform a “skills” analysis
Methods must match the mission
Which system is more complex?
System A System B
Methods
Understanding the competitive neighborhood and your place within it
Strength arises from unity and focus while outside perspectives expose reality
Competitive positions are relative and affected by deception so analysis is never done
Competitive Position
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
2
3
4
5
6
7
8
9
9 Key Components: Where are we?
Organizational goal
Department goal
Leaders goal
Individual goal
Mission gives people their motivation for doing what they do.
People can have different motivations for doing the exact same thing.
Mov
ing
Liste
ning
Aiming
Claiming
Battle
Deception
Surp
riseSiege
UnityFocus
Division
There are four different levels of mission
Mission
Fitting the pieces together
All the pieces of the puzzle
You know yourself and others when you know…
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
2
3
4
5
6
7
8
9
9 Key Components: Where are we?
Unity defines the strength of an organization
Conflicting goals lead to war
Focus creates strength in the marketplace.
A lack of a shared mission weakens the organization.
All business functions must satisfy the core mission.
The result is a lack of focus and divisive internal politics.
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
2
3
4
5
6
7
8
9
9 Key Components: Where are we?
You cannot see yourself or your competitors objectively
Your information sources are too close to your position
You need outsiders who can offer an objective perspective
Understanding the competitive neighborhood and your place within it
Strength arises from unity and focus while outside perspectives expose reality
Competitive positions are relative and affected by deception so analysis is never done
Competitive Position
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
2
3
4
5
6
7
8
9
9 Key Components: Where are we?
The quality of your position is relative to that of your competitors
The nine comparisons of competitive positions
Lemonade!Lemonade!
Which enterprises are in the best competitive neighborhoods?
Which enterprises are the best known?
Which enterprises are leveraging changes in the climate?
Which enterprises have chosen the best market segments?
Which enterprises make the best decisions most rapidly?
Which enterprises have the most effective and efficient systems?
Which enterprises have the clearest and highest-level missions?
Which enterprises have the most united teams of people?
Which enterprises have the sharpest focus on the market?
Competitive analysis is never finished
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
2
3
4
5
6
7
8
9
9 Key Components: Where are we?
Decisions are often based on subjective opinions rather than facts
The reality of your competitive position is subjective.
Strategic positions are both objective and subjective.
Objectively, positions have a physical reality.
Subjectively, positions exist in people’s minds.
Group Discussion• Discuss times when you have incorrectly “judged a
book by it’s cover” and were wrong.• Perhaps you didn’t read a book, visit a restaurant, or
talk to someone because of appearances.• Discuss times when you thought something would be
great but was disappointing.• Why or how were you fooled?
Strategy depends totally on the choices of others.
Objective & subjective are complementary opposites.
Objective and subjective positions constantly create one another.
Group Discussion • Discuss how the extreme of one thing creates
its opposite.• Consider natural cycles.• How does a big company create small
competitors?• In what ways does strength become a
weakness?
Subjective positions are easier to change than objective ones.
Changing opinions is the same as changing positions.
Identify your competitive neighborhood
Examine your marketplace and business climate
Examine the leader and systems
Identify the levels of mission
Evaluate unity and focus
Get an outside perspective
Compare to competitors
Examine for deception and delusion
Repeat the analysis
1
2
3
4
5
6
7
8
9
9 Key Components: Where are we?
Remember, your competitive position is always changing
Analysis predicts which ventures will be profitable
In a poor business climate, you cannot survive business droughts
In a poor marketplace, you have too few potential customers
If your leadership is weak, you respond too slowly to changes
If your business systems are weak, you have high costs and undependable quality
The goal of any new venture is to make you stronger
Strengthen your position
Successful competitive advantages come from clear differences in position
My Enterprise Competitors
Your first responsibility is to make the safe decisions.
In the end, you must make decisions.
The End