The Positioning Spectrum

The chart runs a bar from Wide on the left, "we can do anything for anybody," to Narrow on the right, "we solve X for Y." Below it, three rows compare the two ends: how many referrals you need to close, how good your inbound leads are, and how hard you have to work each deal. The narrow end needs fewer referrals, pulls better-fit leads, and takes less selling. A middle note says most agencies sit in the muddy middle, technically pointed but generic in practice. A tighter answer to who you help does the convincing for you.