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We Never Cross the Line

To avoid conflicts of interest, we never cross the line.

Our work focuses on competitive analysis.  To do this work, we perform research to identify the detailed solutions and strategies companies are likely to employ to beat our clients. This work is ethical, moral and legal when the research relies on open source, non-proprietary data – but most definitely unethical, immoral and illegal when proprietary data is used.  Continue reading We Never Cross the Line

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Insy and Outsy

Building an effective in-house Price To Win practice

No question, we live in trying economic times.  It’s bad enough that Federal budget cuts are the new reality; it’s worse when our elected officials can’t even pass a budget on time.  Forget fear and doubt; uncertainty is the big thorn in our collective paws.

For most companies, severe belt tightening has been the response.  Benefits are cut; overhead is eliminated; general and administrative expenses are examined through microscopes; insourcing, not outsourcing, becomes the new norm.

Can you build an effective internal price to win practice?  Absolutely – if you understand and accept both the benefits and the costs. Here are a few observations from many years of practice…  Continue reading Insy and Outsy