How flexible are you in competitive intelligence and Win/Loss analysis? We usually aren’t in situations where the daily news changes how we’ll be with people. However, it’s likely that no matter how much planning we do, there are surprises. So the bottom line is as with many things in life. Do your homework and be prepared. Be flexible and swallow your pride, and let your heart speak when it’s needed. That way when the unexpected happens, you will have an ability to change gears.
Trade shows are a Mecca for competitive intelligence. Nowhere are there more people who want to share their knowledge and insight with you: industry experts, prospects, competitors, other industry participants such as suppliers and distributors and journalists. This is cooperative intelligence at its finest since everyone is marketing to you whether at formal presentations, exhibitor booths or even informal places like the conference bar or hotel café.