Visions Sell Better than Experience

How do you compete against the 800 pound gorillas?

One of the most successful strategies for winning business against the large, established industry leaders is to paint a vision of where the client is going to be when the project is complete. People will often align themselves with people who know where they are going and how to get there; particularly in uncharted territory.

Mike Cucka of Group1066 recently published a good article about needing a 'point of view' when establishing your brand, which is particularly important in the service industry when everybody else talks about people, process, or technology.