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- Win Loss
Last week, I gave a webinar for the Minnesota SCIP chapter entitled, Win/Loss Analysis: How to Capture and Keep the Business You Want. It was moderated by Michelle Winter of SCIP and Julie Johnson, Minnesota SCIP chapter leader. Check out my Win/Loss presentations to help boost your Win/loss program from my Slideshare presentations. There were 5 questions at the conclusion …
Learn how to diagnose what needs to be fixed in your competitive intelligence program by reading Competitive Intelligence Rescue. Carolyn Vella and John McGonagle walk us through their experiences rescuing 7 companies in the case study format. Case Studies Vary by Industry and Complexity DIY (Do it yourself) competitive intelligence Adding primary research capabilities Defending against your competitors’ intelligence activities …
I will be blogging about competitive intelligence from SCIP’s annual conference in Chicago this week April 21 – 24. Read more about this on Twitter under #SCIP09. If you would like to connect at SCIP09, please connect with me at firstname.lastname@example.org or 720-480-9499. I will attend all networking receptions, and will be give two talks:
Build a Sustainable Early Warning Process through Cooperative Intelligence (1:40 p.m. Thu) AND Capture CI from Sales & Customers to Drive Lucrative Product Development (9:40 p.m. Fri)
I’ll be in the exhibit hall from 9:30 – 12:30 p.m. on Thu, and some time after my talk around 3 p.m. or so.
This blog will outline the strengths of Win Loss analysis. This is the first step of the widely used SWOT (strengths, weaknesses, opportunities and threats) analysis to assess the value of Win/Loss. We will share weaknesses, opportunities and threats in future blogs. Strengths are HERE and Weaknesses are HERE. Win Loss Analysis: Strengths The major strength of Win Loss analysis …
All too often we rely only on written digital data. In this case study, it was the competitor’s CEO’s tone of voice in the quarterly earnings conference call that provided the pivotal clue. If I had only read the earnings report—my original intention—I would have missed it. My lesson learned: in competitive intelligence projects, when you can listen to the human voice, especially the company’s CEO, do so.
Our top 7 competitive intelligence blogs read in 2017. Interesting that most focus on relationship management.
4 of the 7 timeless competitive intelligence tips. Company insularity is not a competitive advantage. Don’t forget: Your employees are smart! What ever happened to good old fashioned customer service? Many companies can’t afford a competitive intelligence program.
Check out this blog to listen to and see the slides from my book, “Win/Loss Analysis: How to Capture and Keep the Business You Want.” Also included is the Amazon page to order your copy of the book. Captured here are 5 Q and A from the webinar: What internal group supports Win/Loss analysis? What are some best practices to break through internal company resistance to Win/Loss analysis? When is the best time to conduct Win/Loss interviews? Due to the sensitivity of Win/Loss analysis, is it better to hire a third party?
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