PheedLoop reposted this
Earlier this week in Ottawa at the Canadian Chamber of Commerce's inaugural Future of Business Summit. Genuinely good gathering. People actually thinking about where Canadian business goes next, not just networking for the sake of it. PheedLoop powered the event tech end to end (year six of the partnership with the Chamber, which I'm quietly proud of). I also got to run a workshop: how small organizations go up against bigger incumbents and win. The argument, compressed: Being small isn't a disadvantage you apologize for. It's the one thing the incumbent cannot copy. They cannot get smaller. They cannot move faster. They cannot care more about a single deal. Those doors are closed to them. Every one of them is open to you. Three moves I teach: 1. Speed. Reply at 4:04, not next Tuesday. 2. Identity, used as a checklist of specific headaches you save your client, not as a slogan. 3. Pick your fight. Be obsessively better at two or three things. Tell prospects the truth about the rest. Most of the time, the giant isn't actually better. They just look like the safer choice. Your job is to give the client a specific reason to pick differently. Full post plus the worksheet in the comments. Massive thanks to Stacey Roy, Clare Urquhart, Khadijah White, CMP, DES, and the rest of the Chamber team for having me!