How else can companies win business?
Competing for business is a lot like playing sports. The teams that succeed, they have their act together psychologically. They have the proper motivations, they have their heads screwed on right. Secondly, if you win without a strategy, it’s really luck. Before you start doing a lot of work and investing a lot of time and money in any competitive situation, you’ve got to start with the question, ‘What do we have to do to win? What is it actually going to take?’ Third, one needs a process for competing. The way we like to describe it is this: In order to win, you have to do the right things. That’s strategy. But we also have to do things right. And that’s process. Fourth, it’s all about proficiency. What do we learn again from sports? That the best amateurs in the world can’t compete against professionals. You have to have a lot of experience that only comes from having done it. How do you define success? Success is so much in the eye of the beholder. For each of us, you have to decide
