Know-How Exchange : Strategy

Unfortunately, everything you described is based in competition. Differences in product brands and internal business values do not qualify as "exempt from competition". As a matter of fact, they are an essence of competing! Especially since you are tartgeting the same market.

Don't be afraid of big business. If you think you can do better, then go for it! The big player is likley to ignore your presense until you reach a level of success worthy of concern.

Good Luck!

A "similar product" is not the same as the "same product".

What differences there can be between products, service, support and price are all levers for differentiation.

It might be useful to explore those differences looking for one or more uniquenesses that can be exploited.

You might also consider segmenting the market, looking for a niche the larger company might easily ignore, but provides enough revenue for you to quickly get solvent and begin to expand through other niches.

Jett's right of course about "then go for it!" But there are certain risks in a full frontal attack on them or there main publics. Only you can assess this really.

To be a "no-competitor" you have to play in an arena off their radar for whatever reason. Niched segments are one way.

Good luck!

Hi bikash,

As a small business you are much more reactive, attentive, hands-on, personal and less expensive than your larger competitors.

This is exactly what many businesses are looking for. To them, big means that bulk of their account will be handled by a less experienced junior person with little on the line (other than their job).

A smaller company has owners/principals that are much more involved in client relationships and they have everything to lose - references, respect, their business.

This alone is a huge competitive edge you should be exploiting.

I hope that helps.

The big Company will always look to you if you are success. Are you pursuing success? Of course, then be specialist in something, do it really well, reinforce your strengths, and search for the opportunities. If the product is the same, look for differentiation (add products or services, adjust to the customer specifications, give additional features or guarantees, special delivery, ask for the customer advises,..).

Bye,

Juan Carlos

Another way to differentiate yourself is by prospecting and selling style. I personally use a long-term, prospect centered style which builds relationships over time, and over time, this differentiates my clients from their competition. When people begin to trust you, they begin to open up about their real issues, and you are in a much better position to solve their problems.