Killing Giants: 10 Strategies to Topple the Goliath in Your Industry by Stephen Denny profiles more than 30 companies from around world that have taken on the giant in their industry and won. From Silicon Valley to the townships of South Africa, Denny explains, “It can be a blessing in disguise to be the little guy.†Giant killers can afford to be nimble and to take bold steps. They are, by virtue of their size, faster, more responsive and adaptable that the battleship-sized competitors they face. Two of Denny’s best nuggets of advice from the book are:
- Win in the last three feet. Leverage someone else’s investment-just be there the moment the customer grabs their wallet.
- Create “thin ice†arguments. Shift the conversation to places where the competition can’t-or won’t-go.