Seth Godin's blog on Why authors don't compete made me think how relevant this is to sales people and account managers.



He writes about how authors don't mind being on a crowded book shelf with other authors of the same genre.
Have you seen how authors give rave book reviews for other authors on the book covers?
This is unlike in a retail store where companies are trying to eliminate other products from the shelves and want to own the category in that store.
He writes that authors are different.
They pay to read what others are writing and they believe that there is a universal recognition that there is plenty of room for more authors, more reading is better than no reading.

Businesses offering products and services need to take this approach also. The ultimate result is that it will be profitable.
The immediate reason is that it will build trust, confidence and value.
If you are not able to 100% satisfy a client's need, then you must be prepared to work with or recommend a competitor who can.
You must be prepared to or suggest to work with and existing competitor to meet the mandate.

It helps to have an amiable relationship with your competitors.