Module
Players, power dynamics and competition
The firm tiers, client power, unbundling threats, and referral networks that shape competition.
5 lessons • 750 XP available
Lessons
1
The four tiers of professional services firms
+150 XPDistinguish the four tiers of professional-services firms.
2
Why clients hold more power than they realize
+150 XPRecognize the leverage clients hold over firms.
3
The unbundling threat: how challengers pick apart the value chain
+150 XPSpot how challengers unbundle and attack the value chain.
4
Referral networks and gatekeepers: the hidden distribution channel
+150 XPUse referral networks and gatekeepers as hidden distribution.
5
Who captures the margin: mapping value across the deal chain
+150 XPMap where margin is captured across the deal chain.