While you're comfortable in your ignorance, your competitors wake up every day studying you. They know your strengths because they're avoiding them. They know your weaknesses because they're exploiting them. I asked a leadership team their competitor's lead time. Silence. "Four weeks?" someone guessed. It had been four weeks for eight months—and they didn't know. That's not competition—that's getting mugged with your eyes closed.

The Pathetic Pantomime

You've been losing market share to this competitor for years and can't answer basic questions about how they operate. Their warranty claim rate? Nobody knew. Manufacturing costs? Nothing. But I guarantee they know everything about you—that's why they're winning.

Customer obsession failure is even worse. B2B companies study direct customers while ignoring end consumers who determine whether those customers succeed.

When selling shopping carts, grocery stores wanted five-year replacement cycles. We argued for three—wheels go bad, rust develops. They didn't care about $45 commodity items. So we interviewed actual shoppers. Found 82% had abandoned shopping trips because of bad carts. We calculated hundreds of thousands in lost revenue per store annually. Result? They started buying whole fleets rather than one cart at a time. Revenue exploded.

Competitor intelligence failure is equally devastating. You track their pricing and press releases—surface-level intelligence everyone has. Meanwhile, they know your real manufacturing costs and which customers are unhappy.

What You'll Learn in This Episode

Todd Hagopian reveals Magnificent Obsession—systematic intelligence on customers and competitors at levels most organizations never attempt.

Customer Obsession: Go beyond B2B buyers to actual end users. Commission quick studies—150 interviews, few thousand dollars. Ask what frustrates them and what workarounds they've created.

Competitor Obsession: Dissect business models, not just products. Buy competitor products and tear down completely. One analysis revealed a competitor was vulnerable below 2,400 units monthly—we exploited it.

Critical boundary: 5% of capacity on intelligence, 95% on execution. The 30-Day Rule—intelligence to action in 30 days maximum.

Your Assignment

Schedule 10 end-user conversations this week. Then buy your top competitor's product and tear it apart.

Visit https://stagnationassassins.com and Declare WAR on Stagnation.

About The Podcaster

Todd Hagopian has led five corporate transformations generating $2B+ in shareholder value. Author of The Unfair Advantage (https://www.amazon.com/dp/B0FV6QMWBX). Featured 30+ times on Forbes.com, Fox Business, and NPR.