Purpose

Help business owners find their unique market position by mapping the competitive landscape and identifying differentiation opportunities. Stop competing on price and start competing on value.

When to Use

Use this Skill when someone needs to:

Differentiate from competitors
Develop or refine their positioning
Enter a crowded market
Respond to new competitive threats
Justify premium pricing
Clarify their unique value proposition

Step-by-Step Process

Step 1: Competitor Inventory

List their main competitors:

Direct competitors - Same product/service, same market
Indirect competitors - Different solution, same problem
Aspirational competitors - Where they'd like to be

For each, capture: Name, positioning, target customer, price point, key strengths.

Step 2: Identify Key Dimensions

Determine the 2-3 most important factors customers use to choose:

Common dimensions:

Price (Low ↔ Premium)
Quality (Basic ↔ Best-in-class)
Speed (Slow ↔ Fast)
Service (Self-serve ↔ High-touch)
Specialization (Generalist ↔ Specialist)
Innovation (Traditional ↔ Cutting-edge)
Scale (Enterprise ↔ SMB)

Ask: "When your ideal customers choose a provider, what 2-3 factors matter most?"

Step 3: Create the Positioning Map

Draw a 2x2 matrix with the two most important dimensions. Plot all competitors including the client's current position.

Look for:

Crowded zones - Where everyone is competing
Empty zones - Potential differentiation opportunities
Desirable zones - Where ideal customers want to be

Step 4: Identify White Space

Analyze the map for positioning opportunities:

Is there an underserved segment?
Can you own a dimension competitors ignore?
Is there a "best of both worlds" position available?
Can you create a new dimension entirely?

Step 5: Craft Positioning Statement

Use this format: > For [target customer] who [has this need/problem], [Company] is the [category] that [key differentiation] because [proof/reason to believe].

Test the positioning:

Is it specific enough to guide decisions?
Does it resonate with target customers?
Can you actually deliver on the promise?
Is it defensible against competitors?

Step 6: Create Output Document

Generate a "Competitive Positioning Map" document containing:

Competitor Overview Table
Visual Positioning Map (2x2 matrix)
White Space Analysis
Recommended Position
Positioning Statement
Key Messages (3-5 proof points)
What This Means for Operations

Voice Guidelines

Be analytically rigorous - this is strategic work
Challenge positioning that's too generic
Push for specificity: "everyone" is not a target customer
Validate that positioning is executable
Warn against positions they can't actually own

Example

Input: SaaS founder competing with Salesforce and HubSpot for SMB CRM market

Output: Positioning Map showing:

Crowded zone: Full-featured, premium price (Salesforce)
Crowded zone: Easy to use, mid-price (HubSpot)
White space: Industry-specific, mid-price (e.g., CRM for real estate agents)
Positioning: "For real estate agents who waste hours on generic CRM, [Company] is the only CRM built specifically for real estate workflows, with templates and automations designed for how agents actually work."

Competitive Positioning Map