Your Competitors and Client Are Talking About You

A client company was concerned about a specific competitor that had been successful in winning a number of major bids. This same competitor was also taking customers away from the client company. The objective was to find the source of the problem and to develop a solution.

Competitive Intelligence research uncovered a weakness in the client company's product offering. The research showed that a main competitor was exploiting weakness and pointing it out in its sales presentations. Also, former customers of the client company acknowledged the existence of this weakness and the it played a role in their decision to change suppliers.

As a result of the research, the client was compelled to review their product by looking at it from the perspective of the client. This approach allowed the client company to fully understand the problem and to take corrective measures.