Position Papers

Product Positioning vs. Services Positioning

If you’d really like to understand the idea of positioning, it’s useful to compare positioning in the world of products to positioning in the world of services. They’re both based on the same fundamental idea, which is moving into a position from which you can take advantage of some marketplace feature, need, or desire. We…

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Evaluating the Strategic Value of Prospective Work

Businesses are often money-making enterprises. This generally encourages a short-term orientation in our decision making. Strategy, however, is the relationship between decisions you make now and possibilities those decision bring within reach later. There is a real–but often unclear–relationship between the decisions about now and the future possibilities those now-focused decisions unlock. In other words,…

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A Framework for Deciding How to Specialize

If you’d prefer, download a PDF of this article (//165708-478519-raikfcquaxqncofqfm.stackpathdns.com/wp-content/uploads/2018/09/Position-Paper-A-Framework-for-Deciding-How-to-Specialize-v1.1.pdf) or listen to me read it:¬†http://consultingpipelinepodcast.com/122 A strong market position comes from a decision to specialize followed by a few years of disciplined followthrough. There are 5 kinds of market positions professional services firms can cultivate, and 5 corresponding ways of specializing. But how to…

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Specializing With Little or No Relevant Proof

Dear generalist self-employed software developer who would like to specialize, You face multiple struggles. Deciding how to specialize is one of them. But after that decision is made, you may face an uphill battle when it comes to your credibility. What if you would like to specialize in a way that is not backed up…

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