March 2018: The most effective CI units across all industries look at 20-40 Win/Loss deals per year.
February 2018: Invest in at least one competitor simulation or scenario planning session per year to help inform your CI priorities and overall strategy.
January 2018: Finalize conference planners and team assignments 2-3 weeks before trade shows to maximize the value of these events.
December 2017: Always think of subsequent questions to ask during a primary interview. Even if you get the answer, the client will want more details.
November 2017: Be brief, specific, and clear. CI professionals should have robust data, but be able to present concise findings. Executives needs answers versus too many words.
October 2017: The most effective Win/Loss studies incorporate both quantitative and qualitative data across the key decision factors.
September 2017: Never minimize the potential of an emerging competitor. A threat that seems small today might significantly impact your business down the road.