Differentiation · The deliberate weaknesses · Element
The trade-off
What is given up, and what strength it buys.
The part
What it is
The pairing is the whole point. A weakness with no corresponding strength is not a trade-off; it is a defect that has been reframed.
Written down, the pairing gives the sales team something honest to say, which converts an objection into a qualification.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
Bought with it
The strength this makes possible, which is what makes it a choice rather than a flaw.
Text shared type
The other elements in the deliberate weaknesses
The excluded customers
Who the offer is deliberately not for.
LearnThe drift check
Whether the organisation is quietly closing its own trade-offs.
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