When selling one day, the difference can put your company worth on steroids
Each company has two options for evolving their product or service offering. The first is to react to a need that the customer has conveyed they have or that we’ve identified they have. The second is to know your market and customer well enough that you can put yourself in their shoes and anticipate a need or want, one they haven’t even recognized yet.
In going the reactive route, you’re playing the game as your competitors do and you’re working hard at trying to be the best. In going the anticipate route, you are working equally hard but this time you are looking to be the only.
So ask yourself. Is my team focused on delivering only what the customer knows they want or need or do we expend equal calories looking for ways we can anticipate a need? Are we looking for ways to do what our competition does but be better or are we expending equal energy looking to be the only? A business good at reacting to customer needs may command a good exit valuation but one that has a track record of also being able to anticipate customer needs and be the only one meeting them, that company valuation will be put on steroids.
