Posted on

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 and threats, and creating a beautiful image.  And… that’s it.

SWOT charts were designed to be springboards for creating strategies.  What products or services will the company leverage?  How will they differentiate their offering?  What story will they tell?  What are their weaknesses?  Are they aware of them?  How will they mitigate those weaknesses?  How are they perceived by the outside market?  What kinds of opportunities and threats exist outside of the company’s control?

Strengths identified in other companies should give you incentive to bolster your own solutions.  If your solution is not as capable, or desirable, should you be bidding?  Opportunities allow you to assess how your own company will be viewed, and where you can maximize play in a potential marketplace.

Weaknesses and threats can be turned into ghosting opportunities.  How can you capitalize on potential (or perceived) risk?  How can you differentiate your own offering to highlight an area of weakness in another solution?

SWOTs can be extremely valuable tools, if they’re used correctly.  Contact Richter & Company today to find out more about positioning and strategies that help you win.

Posted on

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