Magazine article Management Today

Know Your Rivals

Magazine article Management Today

Know Your Rivals

Article excerpt

DILEMMA: We've never worried much about the competition. As leader of the business, I would prefer everyone to spend their time improving our offering rather than worrying about our competitors, which are mostly larger corporate bureaucracies anyway. The narrow market niche we've created has grown significantly and the money is rolling in. Long may they ignore us.

ISSUES: Making your competitors irrelevant is a great goal. But this doesn't mean you shouldn't keep an eye on them. Who knows, you might learn something. This may be hard to believe when you're doing well. However, there will always be some things that they do better than you.

Being more aware of your competitors may also unearth potential customers, suppliers, people to hire, distribution channels. partnerships and so on. But be careful. If you are off the radar now there is nothing like taking customers or key staff to get you on it. Knowing the competition may help you to avoid antagonising the gorillas among them or drawing undue attention to your business. You may also find that if your offering is well ahead of the pack and difficult to replicate, there is potential to raise prices.

Niche players scaling up often come to grief because they believe bigger competitors don't care. …

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