TArticles tagged with: pricing

10 Ways to mitigate competitive analysis risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Competitive Analysis Risks and recommended Mitigation Strategies: You do not know the competitors or their relationships with the customer. Talk with your employees, the customer, stakeholders, users, and vendors to identify potential competitors. Determine if competitors have self-identified on market research databases. You have limited knowledge of competitors’ solutions and capabilities. Use open-source research information, e.g., Internet, news, annual reports, and professional associations, to identify competitors’ capabilities. Hire subject matter consultants who are knowledgeable about the market to describe the competitors’ capabilities. Look for job ads on competitors’ career web pages to determine the type and caliber of personnel they are looking to hire for the job. You have limited knowledge of competitors’ personnel. Use open-source research products or social media to identify competitors’ staff … Continue reading 10 Ways to mitigate competitive analysis risks

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