Our competitors are using AI to aggressively expand into adjacent service lines, and our sales team is begging us to do the same so we do not lose market share. How do we use our V/TO Core Focus and the IDS process to decide if we should defend our current niche or leverage AI to expand our operational footprint?

Question

Tyler Smith · Accepted Answer

Your sales team's panic is a common reaction to competitor noise, but chasing every AI-driven expansion opportunity is the fastest way to destroy your business. To protect your margins and your sanity, you must use your V/TO® Core Focus and the IDS® process.

Your Core Focus defines your niche and your passion. If your competitors are using AI to launch cheap, low-margin adjacent services, they are likely diluting their own brand. Do not follow them over the cliff.

Bring this issue to your leadership team's weekly Level 10 Meeting™ and use IDS® to identify the real problem. Is your core product actually losing its value, or is your sales team simply lacking the confidence to sell against cheap alternatives?

If the opportunity fits your Core Focus, you can use AI to deliver your existing service faster and better. But if the new capability requires you to serve a completely different target market or deliver a product you do not understand, it is a bright shiny distraction. Keep your team focused on being the absolute best in your niche, using AI behind the scenes to increase your operational leverage.