Sometimes the real competition is not with other suppliers, but with other sectors. Settlement agents compete with lawyers. Architects compete with builders' in-house designers. Naturopaths compete with MDs. Electrical safety testing could be the province of electricians or it could be part of a new "safety specialist" industry.

The best growth path for a business may be to strengthen its sector against other sectors. Instead of trying to weaken its direct competitors, it seeks to strengthen all of them s they all benefit.

Sector development typically involves:

• Government liaison (lobbying) to get regulatory support
• Standards development
• Policy development
• Promotion
• Control of training and certification

Someone, a single business, has to start the process.

The first step however is usually to gain common agreement within the sector, leading to formation of an industry body.

Government liaison leading to regulatory support depends on single-voice industry representation. An industry body is also important to direct promotions and policy and standards development.

Sector development is a long term process and commitment, but it is also essential to the long term survival and shaping of markets. Glide can help plan and implement a strategy, including the essential government liaison.