At Richter & Company, we make the call. Primary research– actually talking to people within industry– provides quantitative data we need to make sound analysis.
On most projects, there are 150 to 300 contacts that we reach out to. In our consulting role, we have flexibility in reaching out to companies as a third party. Because we’re not vested in an opportunity, we have the ability to ask about the opportunity, problems with the procurement, the competition, and likely solutions.
Primary research faces the largest risk of disinformation- any business development manager can offer unreliable information, but it also offers some of the most valuable data points. Statistical “outliers” can be set aside for further review or examination, but the aggregate of information presented in calls paints a pretty accurate picture of the competitive landscape of a program.
Sound and accurate analysis is built on both qualitative and quantitative data. The more thorough the research efforts, the more we can provide you with actionable intelligence for your capture efforts. For more information regarding Richter & Company’s services, contact us.