WORKSHEET #1: Defining the Business
List any competitor organization (that is, company, subsidiary or division) that does not realize more than 50% of its revenue in the business you have defined. This competitor might not be in your business.
List all of the products that you sell in the business. Classify each as a Standard Leader, Performance Leader, Price Leader or Next Leader product in the industry. Then identify the competition for each product and the customer types in the business who will buy the product.
If you can not complete Step #9 easily, repeat Steps #1 through #9 by eliminating products, competitors or customers until you can define easily your products within the business.
Once you have developed tactics for the business that emerges from Step 9, you may then broaden your business definition and tactics to account for the pressure from the products, competitors or customer types you eliminated in the previous steps. This may be a very important part of the work you must do.