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Adding Value in a Commoditized ESA Market

My colleague and contemporary of many years visited me the other day with a sadness and frustration in his eyes. Why the long face, I asked? Emphatically he answered, "We can't compete in the Phase I marketplace!" Perhaps, grasshopper, there is more than one market ... In many markets, buyers choose goods and services as a function of their cost and quality. In the traditional differentiated marketplace, products that serve a similar purpose possess a variety of unique attributes, features that consumers take into consideration along with price when weighing alternatives and making purchasing decisions. The Phase I Environmental Site Assessment (ESA), however, has in many ways become a commodity: From a traditional buyer's perspective the ESA offered by firm X is the exact same as the ESA by firm Y; there are no unique features or attributes, and as a consequence of commoditization the market now chooses primarily, if…Log In to Read Full Article

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