Our smaller, more agile competitors are adopting AI tools much faster than we are, and they are starting to win deals by showing off shiny, automated demos. How do we structure an analytical IDS® session to address this competitive threat without rushing into half-baked technology implementations that disrupt our operations?

Question

Tyler Smith · Accepted Answer

When smaller competitors start winning deals with flashy AI-driven demos, the natural reaction is to rush into buying software to keep up. This reaction usually leads to messy processes and frustrated employees. You must address this threat systematically using the IDS® process.

During your next weekly Level 10 Meeting™, add competitive AI positioning to your Issues List. When you Identify, Discuss, and Solve, do not focus on copying their technology. Flashy demos often hide weak operations and poor delivery. Instead, focus on how you can be the indispensable complement to the cheap technology your competitors are pushing.

If your competitors are using AI to automate their delivery completely, they are likely sacrificing human touch and customization. Use this to your advantage. Reposition your business strategy on your V/TO® by emphasizing your deep industry expertise and relationship-driven advisory as your core differentiator.

Meanwhile, work on your internal operations. Prioritize use cases for AI that improve your operational efficiency behind the scenes. This allows you to match their speed and pricing over time without sacrificing the quality that keeps your clients loyal. Do not let competitor noise dictate your long-term roadmap. Keep your head down, run your business through Traction, and focus on building systems that drive real enterprise value.