- Sell to the most sophisticated and demanding buyers and channels
- Establish norms that exceed the toughest regulatory hurdles or product standards
- Source from the most advanced suppliers
- Seek out the most capable competitors as motivators
- Make meeting challenge a part of the organization’s norms
- Investigate all emerging new buyers or channels
- Find places whose regulations foreshadow emerging regulations elsewhere
- Welcome domestic rivalry (to compete globally)
- Identifying sophisticated buyers in other countries helps companies understand different needs
- Sell to the most sophisticated and demanding buyers and channels
- Establish norms that exceed the toughest regulatory hurdles or product standards
- Source from the most advanced suppliers
- Seek out the most capable competitors as motivators
- Make meeting challenge a part of the organization’s norms
- Investigate all emerging new buyers or channels
- Find places whose regulations foreshadow emerging regulations elsewhere
- Welcome domestic rivalry (to compete globally)
- Identifying sophisticated buyers in other countries helps companies understand different needs