*Pause. And engage your brand strategy.

Competing is exhausting. And often, it’s the wrong game entirely.

I see a pattern constantly. A business is locked in a battle with two or three competitors. Every move is a reaction. Match their features. Undercut on price. They watch what the other lot are doing and adjust accordingly.

It feels like strategy, but it’s not. It’s a treadmill.

The businesses that pull ahead – ones I’ve watched grow from scrappy start-ups into brands people genuinely care about – they don’t win by competing harder. They win by stepping off the treadmill entirely.

To define their own ground.

A fight on features (or price) is a race to the bottom

When you compete on features and price, you’re playing by someone else’s rules. Worse, you’re playing a game where the only winner is whoever’s willing to go lowest.

Your competitors can always copy features. Every capability you launch, they can match. A price you cut, they can undercut.

What they can’t easily copy is what you stand for in your customers mind, and the minds of your people. The way you make people feel. Your reputation. Reasons someone chooses you when, rationally, the alternatives look similar.

That’s brand. And brand your most defensible advantage.

‘Different is better than better’

Someone once put it that way to me, and they were right. Although, for me, having both is the real winner.

When your brand occupies a distinct position in someone’s mind, price becomes less important. Features become less important. You’re not being compared on a spreadsheet – you’re being chosen because something about you resonates.

This isn’t something you manufacture. It’s something already in you – your business at its best, articulated clearly.

I work with four foundations to find it:

• what makes you the better choice (your positioning),
• why you exist and why we should care (your purpose or vision),
• what you won’t compromise on (your principles),
• and how you show up (your personality).

Together, these create a space in the market that’s uniquely yours. Not incrementally better than competitors – genuinely different.

And that difference is the thing that’s hardest to replicate.

Listen. Your customers are already telling you this

This is something I hear repeatedly when I interview a client’s customers. I’m expecting them to talk about product superiority or technical specification. What they actually say is different.

‘They took the pressure off.’

‘I was relieved to find them.’

‘Great people to work with. I trust them.’

You see, the emotional connection comes first.

The rational justification follows. Every time. Whether you’re B2B or B2C, selling software or artisan cheese. We’re emotional creatures who like to explain our decisions in rational terms afterwards. (Yes, even you, Mr Engineer – the evidence says so.)

Yet most marketing leads with the rational argument. Features. Specifications. Comparison tables. The very things that make you look like everyone else.

Brands that break through lead with what makes them feel different. Yes, the rational case supports it – but it’s not the door people walk through.

The disruption problem

There’s another risk to competing too closely. When you’re focused on two or three direct competitors – watching their every move, adjusting in response – you develop tunnel vision.

Think of all the marketplaces disrupted out of left-field in recent years. The incumbents, busy with micro-adjustments against each other, never saw it coming. They were so focused on being incrementally better than the brand next door, they missed the one arriving from a completely different direction.

Defining your own ground doesn’t just differentiate you from current competitors. It gives you the peripheral vision to see what’s coming next – because you’re thinking about what you stand for, not just what you’re reacting to.

What this actually looks like

It means stepping back before you push forward. Getting clear on the foundations – positioning, purpose, principles, personality – before making another tactical move.

It means having the confidence to say: this is who we are, this is what we believe, this is how we show up. And accepting that not everyone will choose you. That’s fine. The ones who do will care more, stay longer, and pay what you’re worth.

Strong brands give pricing power. Warren Buffett famously called brand ‘a moat' – to protect you against competitors and market volatility. If Warren says brand is the single most important factor in evaluating a business, it might be worth taking seriously.

Data backs this up. Brands with strong, consistent associations have nine times more volume share. People pay twice the price. The strongest brands consistently outperform the S&P 500.

You don’t get that by competing harder on features and discounts.

A pause that moves you forward

When everyone’s hustling to outdo each other, take a breath.

Ask different questions.

Not ‘how do we beat them?’ but ‘what makes us genuinely different?’

Not ‘what are they doing over there?’ but ‘what do we believe?’

Usually, the answers are already there. They just haven’t been articulated clearly enough for anyone to act on them. That’s truly rewarding work – finding what’s true, making it clear. And giving people something to rally behind.

It’s not complicated. But it does require you stop reacting long enough to think.

The wise warrior avoids the battle. – Sun Tzu

If your brand is stuck in a competitive dogfight, let’s talk about finding your own ground.

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