You may have heard this quote: “The purpose of a business is to create and keep a customer” -Peter Drucker
One of the best presentations I attended at the Scaling Up Summit in October was by Christo Popov, a coach for fast-growing businesses in Europe.
He started with that quote, and simplified strategy down to three crucial elements –
- What is “the market” for your goods and services?
- Who is your ideal customer?
- What do customers need?
-> and then figure out your most profitable offering: “What almost no companies offer but [most] or some clients care about.” [credited to Kevin Daum of the Awesome Experience.]
Sounds so SIMPLE right?
Yet according to statistics Christo shared:
- 75% of businesses have not clearly defined their capabilities
- 90% admit to missing opportunities
- 80% of employees don’t understand their strategy
- 8% of those with a clearly defined strategy actually execute it well!
The moral of the story is that this lack of strategic focus and execution planning by your competitors is leaving a potentially underserved client-base for you.
This is the concept of a “niche” business.
When you offer something your competitors do not and your customers want it… you have more pricing power and higher revenues and profits.
This is far preferable to being a tiny fish in a big ocean of companies with a commodity competing on price. Based on economic theory, they beat each other up on price until it’s “perfect competition” – meaning very small profits. That’s not the ideal business to be in.