If you are a specialist in whatever you do, you can offer your clients added value. This gives a pricing opportunity which means you are not competing on price alone.

You credibility will be greater if you have some unique feature in your product or service, thus differentiating you from your competitors. You need to find your niche market and fill that niche.

At this time many major businesses are building on their core resources and sub contracting out many of the peripheral activities that can be a distraction to the main thrust of the business. This contracting out means that the specialists have opportunity.

As companies continuously strive to get 'leaner' they sub contract more and more. A simple but long standing example of this process has been where companies have 'outsourced' their canteen catering facilities. Specialist catering companies have flourished as a result.

It's essential that you, your business understand this principle of modern business life. Are you a specialist? Do you understand fully what you offer and call yourself a specialist? If not could you?

When I founded my consulting business I really struggled with this. Many years in General Management meant that I knew a lot about many subjects generally and no longer had a specialisation.

Eventually it became clear that years of turning businesses round to improved performance was my specialisation. By re-organisation and strategic focus, including some out sourcing I had been able to lead these turnrounds.

My business logo became 'Releasing Business Potential'. It worked for me. Can you make your specialisation work for you?

The wise will make more opportunities than they find.

Best wishes,

Michael Harrison.

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