Who is your competition?

Food for thought

Have you ever felt that your clients are more interested in your competitors than you? You may be preparing a tender response and are asked to identify and comment on your competitors. Or a competitor approaches your client offering their services and your client then calls you to ask about this competitor’s credentials.

This is my third and final blog on Simon Sinek’s book “”Start with Why”. The basic premise of Sinek’s book is that we should always know WHY we are doing what we do. People will buy WHY we do what we do before they buy WHAT and HOW we do it.

So who is your competition?

Sinek believes all successful individuals and organisations are concerned about competiting against themselves rather than others.

This is how Sinek answers the question.

What if the next time when someone asks, “Who’s your competition?” we replied, “No idea.” What if the next time someone pushes, “Well, what makes you better than your competition?” we replied, “We’re not better than them in all cases.” And what if the next time someone asks, “Well why should I do business with you then?” we answer with confidence, “Because the work we’re doing now is better than the work we were doing six months ago. And the work we’ll be doing six months from now will be better than the work we’re doing today. Because we wake up every day with a sense of WHY we come to work. We come to work to inspire people to do the things that inspire them. Are we better than our competition?

If you believe what we believe and you believe that the things we do can help you, then we’re better. If you don’t believe what we believe and you don’t believe the things we can do will help you, then we’re not better. Our goal is to find customers who believe what we believe and work together so that we can all succeed. We’re looking for people to stand shoulder-to-shoulder with us in pursuit of the same goal. We’re not interested in sitting across a table from each other in pursuit of a sweeter deal. And here are the things we’re doing to advance our cause …” And then the details of HOW and WHAT you do follow.