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Sample Engagements PRG workshops and comprehensive consulting services enable clients to identify opportunities and threats, assess market dynamics,
build or refine sustaining in-house competitive awareness capabilities, develop innovative competitive strategies, sharpen marketing programs and enhance sales effectiveness.Projects have ranged from:
- building internal competitive or market intelligence (CI) processes as a framework for achieving competitive advantage;
- to understanding competitor forces in terms of positioning, strengths, weaknesses;
- Conducting systematic win/loss analysis and customer interviews;
- to understanding small business needs for computer peripherals;
- to applying market intelligence to enhance competitive sales performance and improve relevant internal processes in support of Sales;
- to evaluating high-value opportunities within identified under-served areas; to conducting opportunity analysis of new emerging markets.
Highlights of Recent Engagements Include:
- CI Process Refinement
The sales force of a global telecommunications company felt disadvantaged in terms of productivity and bid situations by its lack of access to current and accurate competitor,
market, and industry information. Likewise, the company had no centralized or systematic way of collecting or accessing the information it did have, therefore impacting timely marketing and planning initiatives
as well.
PRG helped the company to assess its business unit intelligence requirements and to design processes to leverage internally and externally derived information for timely decision-making and
marketing initiatives.
- Internal Process Refinement
A large accounts group of a major IT company was facing increasingly stiff competition from new market entrants. It needed to better understand these competitors and,
importantly, how their customers viewed them in light of newly available competitor-created options. Customer interviews revealed that the company itself was, in large part, its major competitive hurdle.
So together, PRG and an internal team focused on identifying the key internal processes that created the company's competitive outcomes and identified elements of those processes where improvements could result
in enhanced competitive performance. Among those factors reviewed were the company's: vision and strategy, account valuation and segmentation, motivation and compensation issues, customer service and support,
bid response, and knowledge management processes.
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