Resources

Market insights are key competitive intelligence resources that can guide businesses in making strategic decisions. They provide an overview of a given market, including information on key players, trends, and opportunities. This type of intelligence can be invaluable in helping businesses to develop plans and strategies that will allow them to gain a competitive edge. Fletcher can offer an extensive variety of different market insight resources, including webinars, reports, surveys, and more.

Webinars & Videos

Scenario Planning to Drive Market Monitoring Programs

At the 2021 Pharma Conference and Exhibition, Erik Glitman, our CEO, gave a presentation on using Scenario Planning to drive market and competitor monitoring programs.

The webinar explored how to build scenarios that are realistic, based on current trends, and present options for the future. Looking at different possibilities helps strategize what your business can do with this information in mind.

https://fletchercsi.com/winloss/video-pharma-ci-2021-scenario-planning-to-drive-market-monitoring/

Integrating Primary + Secondary Data

In this discussion we cover empowering your C-suite, sales, marketing, and product teams with actionable insights by integrating primary and secondary research.

We cover best practices to collect, filter, and integrate multiple information sources and how to leverage each source to specific scenarios, and more.

White Papers and Publications

SIR Annual Meeting 2022, Las Vegas

Fletcher was a participating sponsor at the Society of Insurance Research (SIR) annual conference in Las Vegas October 16-19. Despite the many distractions of Las Vegas, the sessions were well attended, and networking discussions were lively.

SIR Annual Meeting 2022

Pharma CI 2022, Newark

This year’s Pharma CI US conference marked a long-awaited return to live engagement. This energetic, three-day event was primed for reconnections, invigorated sessions, and the pursuit of new collaborations. For over twenty years, Fletcher/CSI, Inc. has been a key conference contributor.

Pharma CI 2022 Summary

Cimi.Con 2022, Berlin

Fletcher/CSI was a participating sponsor at the CiMi.connect event in Berlin September 20-23, 2022. Held in conjunction with the PharmaCiMI.con event and run as a hybrid event, over three hundred people were on-site and remote to learn and share about Competitive Intelligence (CI).

Cimi.CON 2022 Summary

Product Marketing Alliance Conference Boston 2022

The Product Marketing Alliance aims to elevate the role of product marketing. It supports people in the industry, educates those on the outside, and encourages people to transition in – because as most product marketers will tell you, it’s a great place to be.

PMA Boston 2022 Summary

Best Practices for Successfully Carrying out AI for Your Business

While artificial intelligence (AI) programs are on the rise, many businesses are unprepared for the challenges switching to AI presents. It’s important that businesses know not just what AI is, but why they should (or shouldn’t) choose AI, and how to implement a successful program.

Best Practice for Successfully Carrying Out AI for Your Business White Paper

The Accelerated Adoption of Telemedicine as a Result of COVID-19

Telehealth, or telemedicine, is the virtual delivery of healthcare services and information via telecommunication technologies (phone or video calls). It allows long-distance patient and clinician contact, care, advice, reminders, education, intervention, monitoring, and remote admissions.

The Accelerated Adoption of Telemedicine as a Result of COVID April 2020

Presentations

Integrating Primary and Secondary Data

Get the Big Picture View: Gain an Informational Advantage, Respond Faster to Market and Competitive Disruptions Through Integrated Primary + Secondary Research

Integrating Primary Secondary Data Webinar 2020

Using Third Parties to Support Competitive Intelligence Activities

While secondary data sources are accessible to anyone with a connection and who pays a subscription fee, gathering, sorting, and analyzing is a time-consuming task. Outsourcing parts of CI activities is a force multiplier that allows the CI professional to get more done. CI partners should understand the CI priorities, work in tandem with overall project goals, and enhance what can be completed in-house.

SCIP 2020 Webinar Using Third Parties to Support CI Activities

Through many years of Competitive Research, analysis, strategy, and innovating our approach to CI, we have compiled a list of useful tips to share with our clients and the industry.

Expand Tips

Allocate your resources based on highest and best use.
Use your vacation days! Not only do you deserve a break, but studies show taking vacations help you be more productive.
Use Win/Loss to identify competitive disadvantages and develop counter strategies.
Check expiration dates on all your services agreements, so you can renew relationships for the next project.
Starting your planning early gives you time to leverage in-scenario planning to build more effective strategies.
Vet your primary sources carefully to avoid ethical violations.
Use your Win/Loss process to learn about emerging industry trends.
Embrace information that contradicts what you think you know.
In times of uncertainty, consider a virtual scenario-planning exercise to define your options.
If your businesses know not just what AI is, but why they should (or shouldn’t) choose AI, and how to implement a successful program. r trade show is cancelled and you can’t attend, consider virtual coverage through a third party.
Don’t go to trade shows as a tourist—make a plan.
Update your data search strings and competitor keywords to make sure they are current.
As a CI professional, get to know employees who used to work for competitors.
When looking at competitor facilities be sure to check with local zoning boards planning, commissions, and tax assessors to learn about the facilities.
When engaging in War Games have clear objectives that go beyond a better understanding of the competitor’s potential actions. To read more about War Games Click Here
Effective CI units have access to leadership and produce recommendations for change.
A market intelligence platform combined with the expertise of a research analyst is one of the most efficient ways to capture M&CI insights.
Phone a friend and don’t be afraid to ask for help. Chances are, one of your co-analysts, employees, bosses, someone you met at a conference, or even a client, will have encountered your CI situation before. They may have that perfect example or connection, or another solution to save you time and money.
M&A activity and layoffs present valuable competitive intelligence opportunities. These events should be monitored and acted on quickly when they occur.
Win/Loss can be an effective tool for validating the rumors that your sellers hear in the field.
Win/Loss interviews should identify hints about new product features and functions. This can provide an early warning about R&D and launch dates.
A CI unit that only answers questions may be sufficient, but to be exceptional, the CI unit must also ask questions.
Effective CI units are two times more likely to report to the C-Suite or Strategy than the average CI unit.
The most effective CI units attend two to five trade shows per year. Make sure that your CI unit leverages trade show intelligence.
Develop project plans and research agendas in collaboration with end-users to have the greatest impact.
Make sure that every CI recommendation has an implementation plan with clear goals and milestones for completion.
The most effective CI units across all industries look at 20-40 Win/Loss deals per year.
Invest in at least one competitor simulation or scenario planning session per year to help inform your CI priorities and overall strategy.
Finalize conference planners and team assignments two to three weeks before trade shows to maximize the value of these events.
Always think of subsequent questions to ask during a primary interview. Even if you get the answer, the client will want more details.
Be brief, specific, and clear. CI professionals should have robust data, but also be able to present concise findings. Executives need answers, not a great deal of words.
The most effective Win/Loss studies incorporate both quantitative and qualitative data across the key decision factors.
Never minimize the potential of an emerging competitor. A threat that seems small today might significantly impact your business down the road.

Blog

VFR vs. IFR: Using Tech to Enhance Vision

We discuss the importance of both Primary Research and secondary data, how they interact, and how to best use both to support your CI efforts. READ MORE

View from the C-Suite

Critiquing and reviewing the assumptions we made at the beginning of the pandemic, as we go on three years operating and working under the Covid-19. READ MORE

Top Ten Benefits of Win/Loss Analysis

Looking back on 30+ years of Win/Loss experience, we have identified the top ten benefits that companies experience with effective Win/Loss programs. Win/Loss is one of the few tools that can objectively produce higher revenues and higher margins from existing products, while also directing new products. READ MORE

News & Events

SCIP Intellicon 2023

SCIP IntelliCon — The Premier Intelligence & Strategy Event IntelliCon brings together the most diverse global community of competitive intelligence experts for best practice sharing, education & training, and connecting with peers – For over 35 years, SCIP has been the leading non-profit advancing the practice of ethical competitive intelligence – In contrast to other READ MORE

Pharma CI Europe 2023

The Best and Largest Assembly of Competitive/ Strategic Intelligence Executives in Pharma, Biotech, and Medical Devices in the World for 15+ Years! Fletcher will be attending the Pharma CI Europe Conference in Rome.

Cimi.CON

September 21 @ 8:00 am – September 23 @ 5:00 pm
The 11th CiMi.CON Evolution 2022 is back in Berlin! CiMi.CON Evolution is the world’s leading practitioner-driven knowledge exchange platform bringing together all stakeholders who play an active role in the corporate intelligence and insights scene. READ MORE

PharmaCI Conference USA

September 21 @ 8:00 am – September 22 @ 5:00 pm
The world’s largest assembly of pharmaceutical and competitive intelligence executives in the world! Learn about the latest advancements for pharma, biotech, devices, and network with industry professionals. READ MORE

Market Insights