connection | - Part 6

Are We in a Rut in Competitive Intelligence Innovation? #SCIP09 Post-conference

November 28, 2017April 27, 2009 by Ellen Naylor

More of the innovation that people shared was around process which involved social networking and more sophisticated monitoring and analysis tools. The cost of information acquisition is really inexpensive today even compared to 10 years ago, so companies can afford to text mine and use tools that provide visualization at a reasonable cost. We concluded that industry norms can be a deterrent to sharing innovation. However, as we build our human networks and develop trust, we often share our innovation with others, either one on one or among a smaller group.

Think Before Win Loss Analysis: Stay Connected with Your Customers Before the Sales Event!

March 15, 2021April 17, 2009 by Ellen Naylor

While win loss analysis will give you ideas for product development and competitive intelligence, it’s often too late to regain your customer’s lost business. Consider interviewing wins, and also interview your customers at various intervals in the account planning and post-sales process to boost customer retention!

Persuading through Competitive Intelligence Tools: the Cooperative Angle

November 28, 2017March 30, 2009 by Ellen Naylor

People like stories and can be very persuasive, and I notice stories also make it easy to avoid ego conflicts. In this case study, we used customer’s decision-making criteria rather than our opinions, to persuasively communicate our analysis. However, don’t be so persuasive that you forget about the dignity of the people you are addressing. Tell a good story that leads them to your conclusions, as though your audience had thought them up themselves. This works with everyone I have ever addressed regardless of profession or culture.

Capture Competitive Intelligence from Sales: Switching Cost Analysis

September 17, 2017March 16, 2009 by Ellen Naylor

One tool that been very popular with Sales forces over the years is “Switching Cost Analysis.” The goal is to help retain your customers! Identify all the hidden costs of the competitor’s solution which might make it more expensive for the customer to switch. Find enough omitted costs and the customer might wonder what else the competitor is not telling them!

Take a Cooperative Approach to Conflict Resolution

March 15, 2021March 11, 2009 by Ellen Naylor

I like the cooperative approach shared in Hot Buttons to solve conflicts with colleagues as it’s objective, focuses on constructive communication, and not “who dunnit? While cooperative intelligence skills of leadership, connection and communication don’t guarantee job security, they will help you stand out since many people have lower emotional intelligence: that is they have weak people skills.

Presenting at SCIP’s 2009 Annual Conference, April 22 – 25, Chicago, IL

July 17, 2018March 6, 2009 by Ellen Naylor

I just finished creating two presentations for SCIP’s (Society of Competitive Intelligence Professionals) Annual Conference in Chicago from April 22 – 25. The first talk is “Build a Sustainable Early Warning Process through Cooperative Connection” and the second is “Capture Competitive Intelligence from Sales and Customers for Lucrative Product Development.” I hope to see you at SCIP’s annual conference! Feel free to post any questions on this blog post and I’ll find answers for you.