August 6, 2020

What is strategy?

Lots of folks have gotten the memo that selling strategy engagements is more profitable than selling implementation work.

So... they start sprinkling the word “strategy” into their marketing materials and sales interviews and project proposals.

But... they don’t really understand what the word strategy means.

That’s fine. Everybody has to start somewhere. But savvy buyers can smell “strategy posers” a mile away. Step #1 in selling strategy is understanding what the heck it is.

Are you up for a pop quiz?

Great!

Grab a pencil, set a timer for 10 seconds, and answer the following:

Q: What is strategy?

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Okay, pencils down!

(If you want, hit reply and let me know what you came up with)

Here’s the thing...

If you can’t even define strategy off the top of your head, you are going to have a really hard time selling it.

Yours,

—J

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