demand-leadershiplisted

# Demand Leadership ## Overview The highest-value market position is not to fulfill demand but to *define* it — to become the entity whose framing of the problem the customer adopts as their own. Three stages: **1 — Insight Generation** ("this vendor understands my problem better than I do") → **2 — Value Reconstruction** ("this vendor has redefined how I think about it") → **3 — Scene Creation** ("I go to this vendor before I decide, not after"). **Stop-rule:** Stage 3 = customer asks your opinion *before* deciding. **Cross-skill:** use after `customer-relationship-ladder` + `jobs-to-be-done`; alongside `north-star-metric`; instead of `first-principles` for positioning tasks. --- ## When to Use **Use when:** customers evaluate on price/features; sales driven by customer-initiated RFPs; strong product losing to weaker competitors with stronger "thought leadership"; no distinctive problem framing competitors don't share; new market entry or post-PMF commoditization risk. **Do NOT use when:** commodity markets with regulation-fixed problem definitions; pre-Stage-1 companies with no customer intelligence; consumer mass markets (use `social-proof` + `anchoring` first). --- ## Coaching Novices (Adaptive Front Door) - **Engine mode:** concrete case → run The Process directly. - **Coach mode:** unfamiliar → guide step by step. In Coach mode, respond one step at a time. Each [WAIT] is a hard stop — output only that step's question, then stop. 1. Ask: "What do your best cust