Compete with Yourself

Throughout the ISM training courses, programs and blog series I provide through ISM, Connecting Dots, and the Finjan Show, I’ve continued to stress the importance of competing with yourself.

Never compete with others.

What I mean is that we should all aim to do better when gauged against what we have done in the past.

Occasionally, the marketplace might force you to compete with other players within your space. I prefer to choose to cooperate because I believe there is plenty of work for all of us to do. I also understand that not everyone sees it that way.

Although we are a small firm of 21 people, I’ve noticed that on recent proposals we were invited to submit for entrepreneurship training programs, we were competing against two 40-billion dollar organizations!

I never saw myself or ISM as a competitor of these huge institutions — but clearly, the market assumes I stand alongside them. I’m proud and humbled and depressed at the same time, knowing we are up against such huge organizations. It also gives me hope that the work we do allows us to compete with them.

That particular proposal was for a relatively small project, small enough that I thought large institutions wouldn’t be interested in it. The reality, however, is that the market has shifted in the last few years and everyone is looking for work.

Perhaps you are thinking “I’m too small” or “I’m not big enough” in terms of your markets and opportunities.

It’s OK to think that.

It’s OK to act on that thought.

But it’s not OK to live it. As long as you continue to compete with yourself, you’re going to find your way to compete with the big players and maybe tackle them and earn first place.

We built ISM on serving under-served and under-represented communities, specifically in entrepreneurship and small business development. Specifics such as these can make a difference in how your company is viewed globally.

I encourage you to reflect on how you address the potential for new business — on what specifics have you built your business? What are you known for? What is the core of your business?

Forget all the fluff, look at the core.

Once you get to the core, use it to compete with yourself every day — to provide outstanding services to your customers and communities — and continue to build. Let the market determine who it sees as your competitors.

BEFORE YOU GO

We see our blogs as opportunities for dialogue. Please share your thoughts as comments.

1. Who are your competitors? Be specific.

2. Do you compete cooperatively or aggressively?

3. What are your thoughts about competing with others?

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