3 Weekend Questions on Recognition and Positioning

Here are 3 questions to ponder over the weekend:

1. When you walk into a vertical industry conference, do people already know who you are? If not, how differently would your agency grow if you were seen as a familiar face rather than an outsider?

2. Think about your last 5 proposals: How much time did you spend explaining what makes you different versus explaining how well you understand their specific industry challenges? Which approach wins more deals?

3. If you asked your clients to name other companies that do exactly what you do, would they struggle to answer? If not, what does that say about your positioning in the market? 

 Have a great weekend!

CQ

Frequently Asked Questions

Why does it matter whether people recognize me at a vertical industry conference?

Because being a familiar face changes how growth happens. Walking in as a known insider opens doors differently than walking in as an outsider nobody recognizes yet.

What should proposals focus on more, differentiation or industry understanding?

Worth checking honestly across the last 5 proposals. Explaining deep understanding of the client's specific industry challenges tends to win more deals than spending that same time explaining what makes the agency different.

What does it mean if clients could easily name other companies that do exactly what I do?

It suggests positioning isn't distinct enough yet. If clients struggle to name a real alternative, that's a stronger signal of standing out in the market.

How do I know if my agency is seen as an insider or an outsider in its vertical?

Consider whether industry conferences, conversations, and relationships already treat the agency as part of that world, or as an unfamiliar vendor showing up from outside it.

How much time should I spend reflecting on these three questions?

Enough for honest weekend reflection, since the value comes from sitting with what these questions reveal about recognition, proposal focus, and market positioning.