Cutthroat competition

Philip Morgan

Recently India's richest man got what he wanted.A price war between Mukesh Ambani's company Reliance Jio and rival Reliance Communications resulted in Reliance Comm. selling to their competitor.The rival company was owned by Mukesh' younger brother, Anil.A guy forcing his younger brother to sell his business to him. That's cold! Or so it seems at the surface level.Then I came across this Quora Q&A that added a whole new dimension of interest to this story for me.------_So after separation, Anil had large cash, new fast growing Telecom, old finance and promising energy business._Mukesh had just one entity - RIL.Now Anil was more than happy. He had new found freedom, large cash. Now brothers could decide the future course of their own business. Till then, Anil was known as the face of Reliance, more of a prty hopping type and Mukesh a backroom type businessman.Now Mukesh started attending public parties and Anil started investing in many businesses to prove that he too was a business builder.Initial days were great. Anil started flying high. Mukesh stayed busy with RIL.What was difference between Mukesh and Anil?Their basic way of thinking.Anil loved to dabble with too many things. That gave him high. Mukesh loved doing one thing right. Anil looked for horizontal spread while Mukesh looked for the depth.If Mukesh was an Aircraft Carrier, then Anil was a frigate. If Mukesh was an elephant, Anil was a leopard.Mukesh would think of businesses at much larger scale. He could wait years for the cash. But he always wanted his business to run at a certain scale. On the other hand, Anil always wanted quick return of cash. Infact he would collect cash from the public first then take years to build a business. Mukesh would take years to build business and then go public much later.So Anil became darling of quick return seeking investors and Mukesh became GOD for the project management professionals.Anil loved flashy lifestyles, rarely managed business at a micro level. It was said Mukesh could conduct a meeting for hours without taking a loo break. He was always the God of details. You must study him in depth to understand his personal contribution to any business.Their businesses are easily differentiated today because of their personal characteristics, not because one business was more profitable than other or the luck factor.From guy who "loved doing one thing right" built the more financially successful business.Was this the only reason one of the businesses was more successful? Probably not. The world is never that simple.But it's sure food for thought.What's the one thing you could do right that could contribute to the success of your business in 2018?I have some suggestions:

  • If you haven't identified a focus, figuring out what kind of client to focus on might be the one thing you could do right in 2018.
  • If you're still selling deliverables rather than outcomes, starting to focus on outcomes could be the one thing you could do right in 2018.
  • If you're getting sick of the tech hamster wheel, then selling at least one project where your value is helping your client make a high-level technology decision (rather than or in addition to handling the lower-level implementation details) might be the one thing you could do right in 2018.
  • If 80% or more of your leads come from referrals or repeat business, practicing one high quality lead generation approach at least 6 times could be the one thing you could do right in 2018.

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