Business Plans For Dummies, 3rd Edition
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A critical part of a successful business plan is identifying your customers and the competition. Solid business plans incorporate research on potential customers and competitors. Begin by asking the following questions, and then apply the tips on how to become a winning business:

Three Customer Questions

  • Who is buying?

  • What do they buy?

  • Why do they buy?

Three Competitor Questions

  • How big are they?

  • Which customers are they after?

  • What is their strategy?

Three Ways to Win

  • Cut costs to the bone

  • Offer something unique

  • Focus on one customer group

About This Article

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About the book authors:

Paul Tiffany, PhD, is a professor of management at the Haas Business School, UC Berkeley, and an Adjunct Professor at the Wharton School, University of Pennsylvania. Steven Peterson, PhD, is the founder and CEO of Strategic Play and an Executive Education Lecturer at the Haas Business School.

Paul Tiffany, PhD, is a professor of management at the Haas Business School, UC Berkeley, and an Adjunct Professor at the Wharton School, University of Pennsylvania. Steven Peterson, PhD, is the founder and CEO of Strategic Play and an Executive Education Lecturer at the Haas Business School.

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