What Do Yours Competitors Say About You?

John Mundell, President and Founder of Mundell and Associates, recalls a story of pitching to a client. Part of the pitch was providing a list of people they could contact as references. This included both clients and competitors. After the presentation, the state attorney explained that he called all of the competitors and had never heard such positive remarks about another firm. They landed a multi-million dollar client in another state, because of the way their competitors talked about them.

Discussion Questions

1. What makes the EOC different in the way they work with competitors?
2. What about Mundell and Associates do you think led to such positive feedback from the competitors?
3. Why is it important to be mindful of competitors?