SWOT analyses have been around a long time, and continue to be popular in the business development community. Unfortunately, the vast majority of SWOT analyses are essentially useless—not because the tool is broken, but because it’s not being used properly. The ultimate goal of a SWOT analysis is to produce…
Category: Competitive Analysis
OutsideIn™ Analysis: Seeing Yourself As Others See You
Capture teams in the government contracting world spend a lot of time trying to determine the right balance of solutions and strategies that will differentiate…
Competitive Analysis Leads to a More Successful Price to Win
“It is wiser to find out than to suppose”. – Mark Twain Many organizations and capture leaders understand and appreciate the value of Price to…
Great ‘Que Takes Planning
In barbecue contests, timing is everything. Each of your four entries (chicken, ribs, pork and brisket) have to be turned in within 5 minutes of…
You Can’t Enter Every Contest
From an economic standpoint, competitive barbecue makes no sense. In a Kansas City Barbecue Society event, teams turn in six individual portions of four meats:…
Backyard Chefs Like to Cook; Pitmasters Like to Win
Amateur chefs tend to have a pretty short attention span. They watch Bobby Flay toss something on a grill, say to themselves “Man, I could…
When Should I Perform a Price to Win?
Q&A with Randy Richter of Richter & Company. Randy answers the questions "When should I perform a Price to Win?"
5 Ways to Win Federal Contract Dollars
From early market research to Price to Win positioning, Richter & Company’s goal is to help you win business. Here are five of our top…
Competitive Analysis and Price to Win – like PB&J
Often times, clients want to hire us to perform a Price to Win analysis late in the game. You know… when the RFP is out,…
SWOT Part 2: So What?
As I said before, the other most common mistake that deprives SWOT analyses of their value is the failure to take the essential next step,…
