The Battles of Stories: How You Can Win Business Against Bigger, More Established, Competitors
The secret is to tell a story which emphasises your strengths and negates your weaknesses.
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You’re Not The Only Game In Town
It’s relatively common for clients to reach out to several consultants for a project.
If you’ve done the work we’ve advised already, you’re likely to be one of them.
But what happens if you find yourself competing against a larger consultancy - or consultants with more experience than you?
How can a relatively new consultant compete against this kind of competition?
It’s time to understand psychological Jiu-jitsu.
Psychological Ju-Jitsu
You need to tell a story which turns your disadvantages into advantages and your competitor’s perceived advantages into disadvantages.
For example, if you’re small and your competitor is big, you need to be clear about why being small is an advantage.
If you have less experience th…
