The other side of strategy

Most strategies tend to focus on ‘demand gains’, for instance US$ 5 billion for the BPO industry, two million tourists etc.

Often forgotten, yet critical in any strategic exercise is to address:

• What will competition do while we ‘grab’ their customers?
• Which competitors will lose business – as a result of our gain?
• Why should customers come to us? (the logic and the magic)
• Have we got our supply chain sorted out?