RealTime CEO
  • About Us
    • Nick Setchell – RealTime CEO
    • Vistage & TEC WorkshopsNick Setchell has been working with Vistage, the world’s largest CEO organization, since 2001.
    • NewsSee what’s happening with RealTime CEO.
    • Economic Update Report
    • Contact UsReach out to us. If you’re interested in booking Nick to give a keynote address or workshop at your conference, please include the date and location.
  • Concepts
    • Fiscal Focus Financial Statement AnalysisUnlock the hidden numbers in your P&L and balance sheet to see how you’re performing in 11 vital metrics.
    • Should We? / Can We?View, in real time, the actual financial impact of the hundreds of business decisions your team makes every month.
    • 24 Month Rolling ForecastingBlend your trailing twelve months with a rolling 12-month forecast to get a complete financial picture of your business.
    • J Curve ManagementTrack the number of investments you’re undertaking, the 3 phases of each, and the 5 rules for managing them.
    • Return on Operations – ROOView your return on operations percentage — your ROO % — the most powerful number to measure business success.
    • CEO Performance AnalysisBenchmark your performance as a private-company CEO against others in your industry.
  • Resource Center
  • Blog
  • Login
  • SUBSCRIBE

  • About Us
    • Nick Setchell – RealTime CEO
    • Vistage & TEC WorkshopsNick Setchell has been working with Vistage, the world’s largest CEO organization, since 2001.
    • NewsSee what’s happening with RealTime CEO.
    • Economic Update Report
    • Contact UsReach out to us. If you’re interested in booking Nick to give a keynote address or workshop at your conference, please include the date and location.
  • Concepts
    • Fiscal Focus Financial Statement AnalysisUnlock the hidden numbers in your P&L and balance sheet to see how you’re performing in 11 vital metrics.
    • Should We? / Can We?View, in real time, the actual financial impact of the hundreds of business decisions your team makes every month.
    • 24 Month Rolling ForecastingBlend your trailing twelve months with a rolling 12-month forecast to get a complete financial picture of your business.
    • J Curve ManagementTrack the number of investments you’re undertaking, the 3 phases of each, and the 5 rules for managing them.
    • Return on Operations – ROOView your return on operations percentage — your ROO % — the most powerful number to measure business success.
    • CEO Performance AnalysisBenchmark your performance as a private-company CEO against others in your industry.
  • Resource Center
  • Blog
  • Login
  • SUBSCRIBE
RealTime CEO Blog


Dominant Competitive Advantage (DCA)

Date: 8 July 2013
Category: RealTime CEO
Tags: Dominant Competitive Advantage (DCA)

What is DCA

Those of our readers with sales experience will know about unique selling propositions (USP). They are the reason that one product or service is different from and better than that of the competition.  Dominant Competitive Advantage (DCA) is to the whole of business what a USP is to a product or service. What is it about your business that is superior to your competition? Why should a potential customer deal with you above any other business?

Most midmarket companies don’t have a DCA. It’s surprising that when we ask this question more than fifty percent of the respondents think their DCA is customer service. This sounds good until we test it through the most stringent filter – is this something YOU can say that your competitors cannot? Are your competitors saying they provide good service?  Probably!  Whether they are or not is not really important – if you keep pushing your case on “customer service” your prospect will not be able to distinguish you from everyone else saying the same thing and then you will be forced to compete on price .  Very few businesses want to end up here – only the biggest, deepest pocket player in the market will win this battle.

Does your DCA pass the test?

Your DCA is a powerful simple reason why your prospect should deal with you and not your competitor.  Yes it is a strength of yours but it is more than that.  Good DCA also pass these tests:

  • Focused and simple
  • Objective
  • Quantifiable
  • Self-centered
  • Supported by stories
  • And most importantly, not stated by competitors

Once you’ve found your DCA, build your business communications around that distinguishing factor. Every component of your communications should relate back to your DCA. Your website, advertising, proposals, bids, elevator speech and anything else that represents your business should all emphasise what makes YOUR business the best.

Finding your DCA is not easy but it is worth the investment. How do you find your DCA? Ask us. We are can help you distinguish your business from all of your competitors.

Stay Connected

Find out how much value you're creating by subscribing now.


Recent Posts
  • ‘COVID-Zero’: Can We Afford It?
  • Economics After COVID: Boom, Bust, or Something In-Between?
  • Voodoo Finance For Sick Markets: Stock Prices During COVID-19
  • Modern Monetary Theory
  • Financial Forecasting – Introducing a Powerful New Module of the RealTime CEO Software

Categories
  • Uncategorized (9)
  • Financial Forecasting (4)
  • 24 Month Rolling (5)
  • J Curve Management (7)
  • ROO – Return on Operations (4)
  • Should We? / Can We? (3)
  • RealTime CEO (10)
  • Core Management Principles (10)
    • Fiscal Focus (2)
  • RealTime Economic Updates (4)

  • Get Blog Updates via Email:

    facebook twitter linkedIn

    Get Started


    Get Started


    RealTime CEO
    Company
    • About
    • Blog
    • Terms of Use
    • Privacy Policy
    Contact Us
    • Support
    • Management Consulting
    • Keynote Addresses
    Economic Updates
    • Sign up to receive our economic update
      Learn More

    © 2023. RealTime CEO. All Rights Reserved