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, the proposal is due in 28 days and their hair is on fire. They tell us they don’t need a Competitive Analysis, but are looking…
Category: Competitive Analysis
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,…
The Two Things (Most Likely) Wrong With Your SWOT Analysis
Whether you love them or hate them, SWOT Analyses have been around for many decades, and they continue to pervade the realm of business development…
Trust the Process: More than Checking a List
Price to Win is always an ongoing process, which undergoes many iterations before an actual proposal is ever delivered. Richter & Company’s training courses are…
LPTA Awards: Sad to Say, They’re Not Going Away
Over the course of the past several years, “best value” has reigned supreme in the federal contracting world. But with the economic downturn, we’ve seen…
Making the Call: Competitive Analysis
At Richter & Company, we make the call. Primary research-- actually talking to people within industry-- provides quantitative data we need to make sound analysis.…
The Framework of Competitive Analysis
Competitive analysis can be a daunting task. At Richter & Company, we believe strong, reliable processes build the foundation and framework for sound, defensible analysis.…
SWOT to Strategy
Many companies include the SWOT chart as part of a competitive intelligence presentation. They spend a lot of time preparing the strengths and weaknesses, opportunities…
A Strong Knowledgebase
In the journey of competitive intelligence, it’s essential to have some kind of knowledgebase to store information. This knowledgebase allows you to capture data, analyze…
Proposal Writing: Feature versus Benefit
Often times when companies present their solutions before the government, they talk a lot about themselves. When you’re thinking about themes, working a brainstorm session…
