Summary of Anthony Iannarino's Eat Their Lunch

By IRB Media

Please note: This is a companion version & not the original book. Book Preview:

#1 To win new clients, you must make it worth your dream client’s time, energy, and money to change. You must also compel them to change. Right now, while you’re reading this page, some of your dream clients are unhappy with their current provider.

#2 The root cause of all displacements is complacency. When your competitor grows complacent, they are exposed to a competitive displacement.

#3 When your competitor feels a sense of entitlement, their overconfidence can create an opportunity for you to displace them. Their client’s patience often expires before their contract does.

#4 A competitor can fall into a comfortable routine, where their client doesn’t ask them for anything and they don’t bring new ideas. Their client becomes apathetic toward them, and their relationship becomes vulnerable to internal and external threats.

• Language: English
• Publisher: IRB Media
• Release date: May 7, 2022
• ISBN: 9798822508736

IRB Media

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Insights on Anthony Iannarino's Eat Their Lunch

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 3

Insights from Chapter 1

#1

To win new clients, you must make it worth your dream client’s time, energy, and money to change. You must also compel them to change. Right now, while you’re reading this page, some of your dream clients are unhappy with their current provider.

#2

The root cause of all displacements is complacency. When your competitor grows complacent, they are exposed to a competitive displacement.

#3

When your competitor feels a sense of entitlement, their overconfidence can create an opportunity for you to displace them. Their client’s patience often expires before their contract does.

#4

A competitor can fall into a comfortable routine, where their client doesn’t ask them for anything and they don’t bring new ideas. Their client becomes apathetic toward them, and their relationship becomes vulnerable to internal and external threats.

#5

When your competitor stops treating your dream client like the most important and interesting thing in the world, they've created an opportunity for displacement.

#6

When a new stakeholder takes a position of power, they will want to change something. They will want to make a name for themselves and establish their authority. They will want to get an easy win on the scoreboard by removing a complacent partner.

#7

When your dream client has asked their partner to make changes to address their needs, and is ignored for months and years, they are ripe for a displacement. Not making the changes is an indication that one does not care.

#8

To persuade a client to change providers, you must address the causes of change that already exist. The approach taken in this book is not one where you wait for a client to decide they need to change; instead, you are going to compel that change.

#9

The lowest level of value is the value