Positioning

How often do you formally review your market position?  If your win rate is slowing or you are losing business you ought to have a definitive view on how competitive you are.

The challenge is to keep on top of the critical needs of the market and to hold a position that satisfies these better than the competition.

To establish these needs, the volumes of data and information resident in a company has to be contrasted with external, quantitative data that can only be gained through market research methodologies.