Mark Osborne explains why you should dominate one niche first, winning roughly 80% of deals there, before expanding to adjacent markets. Use your expertise, case studies, and testimonials as leverage when you move.
if you dominate one niche, then there are others near it that there's transferable skills and transferable expertise. And he actually, I think, defines it as saying unless you're winning 80% of the deals in sort of your specific marketplace, and you might define that by size of company and specific industry subsector or whatever it is, until you're winning something like 80% of the deals in a given year, you shouldn't expand into the next, you know, sort of bowling pin to knock over because you haven't really established enough dominance in that particular area. But then you can build from strength and leverage all of your expertise as well as, you know, sort of case studies and testimonials from that industry moving into the new one.
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