To Win, Create What’s Scarce

November 26, 2010 Comments Off on To Win, Create What’s Scarce

Marketers like to work on the demand side—take what’s in demand, make it cheaper, run a lot of ads, make a profit. If you can increase demand for what you already make, a lot of problems take care of themselves. It’s the promise of the typical marketing organization: Give us money, and we’ll increase demand.

There’s an overlooked alternative, though. If you can offer a scarce and coveted good or service that others can’t, you win. What is both scarce and in demand? Things that are difficult: difficult to conceive, to convey, to make. Sometimes difficult even, at first, to sell—maybe an unpopular idea or a product that’s ahead of its time. In fact, just about the only thing that is not available in unlimited supply in an ever more efficient, connected world is the product of difficult work.

Column: To Win, Create What’s Scarce – Harvard Business Review


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