Our recent webinar topic “Using your knowledge network for competitive intelligence” is now available as an ebook. Sign up and you can choose between watching the webinar recording and reading the content in ebook format.
Nicole is a contractor who helps federal contractors, and has over a decade of experience winning multi-million dollar awards and established win rates exceeding industry standards.
Said is a government pricing strategist with over 25 years of progressive experience in the Federal Government contracting and pricing field.
Highlights from the ebook on competitive intelligence
Here are some key takeaways about using knowledge networks to improve your competitive intelligence. Download the full ebook to read these tips in context.
First, analyze your competitors
Nicole Tripodi: “For me, the goal is to identify our competition, analyze our competitors’ strengths, weaknesses, opportunities and threats and then use the information that we’ve gathered to increase our ability to win contracts.”
Use your network to learn what you don’t know
LinkedIn will only take you so far, says Nicole. “In classified environments, there is no online database to understand who is doing business with your agency. You really do have to rely on and expand your knowledge network in order to compete effectively in that market. “
Put what you learn into action
“We can use the information that we’ve gathered to apply our time and energy toward the high probability of win pursuits and more quickly turn away from low probability of win pursuits,” says Nicole. “And that’s really our game. Identify the intelligence that’s going to help us achieve a win or a draw outcome.”
Measurement is the key to actionable intelligence
Said Salah: “Establishing measurement for each criterion, in a systematic way, is critical so you can see where you are in terms of a score, in terms of positioning against your competition.”
Your pWin and your score are not the same
“Your customer intimacy, your past wins, the number of bidders. All of these are indicators that go towards your probability of win,” says Said. “If there are 10 bidders it’s different than if there are only two bidders. Your probability of win changes just based on that. But your score for that particular opportunity is based on how you deem you’re going to be scored in comparison to your competition.”
Boost your scores by accessing your network
Use your knowledge network to help evaluate your competition, filling in any gaps and boosting your own scores,” says Said. “I’ll give you an example. Let’s say you identify that your competition is forming a certain team and that team is probably going to bolster their score in a certain area that’s going to be evaluated. Well, that’s a piece of data that has a measurement. Attach a measurement and now, how do you compare in your total evaluation score on your total position against your competition?”
“That’s a piece of actionable intelligence. You’re going to either decide to continue and bring on a team member that bolsters your score, or not. Measurement is key in these areas. Identify what you need to move the needle on your scores.”
OnFrontiers, your competitive advantage
To read the rest of the detail around these takeaways and the specific anecdotes these two experts shared, download your copy of the webinar and ebook.
To learn more about how OnFrontiers can help your company expand its knowledge network and competitive position, email firstname.lastname@example.org to request a demo of our platform.