Unique Value

What Is Your Distinctive Competence?

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In their book, Tuned In (Stull, Myers & Scott), the authors use the term “distinctive competence” to define the unique value produced by an organization for their customers. This is not your core competence but rather an outward looking principle that is more profound than what your company does well and more vital for your sustainable growth. Customers choose to work with companies that solve their problems better than anyone else. You earn this preference by gaining a comprehensive understanding …

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Is Your Order Conversion Ratio Too Low?

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“Where Are The Orders?” “Why aren’t we converting more of our quotes?  Our biggest investment last year is failing…I’m concerned.”Last year, Sam’s company launched a new product that they were convinced was a winner.  But after six months of losing more orders than they were winning, Sam’s frustration is peaked and his team is discouraged. The new product was developed with customer input and has the potential to produce unique benefits for their customers.  But …

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Collaboration Is A Skill

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Strengthen Collaboration Or Be Commoditized Collaboration is a skill, a muscle to be developed and strengthened. When my client Brian asked me how he could improve his collaborative ability, I asked him how his business makes money.  He responded with a nicely scripted line that I remembered as being on his company’s website. I suggested that he go deeper.  “What are your company’s core competencies?  What is your company’s unique value and how does it …

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