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Rescooped by Ellen Naylor from Strategy and Competitive Intelligence by Bonnie Hohhof
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How Executive Profiles Deepen Your Competitor Analysis

How Executive Profiles Deepen Your Competitor Analysis | cooperative intelligence | Scoop.it

there is one element that’s usually missing from most other competitor analyses. It’s executive profiles, which contain deep professional, behavioral, and personal insights on C-level and senior employees who work to compete against your company. While financial reports and product lists could tell you what’s happening on a tactical, day-to-day level, executive profiles will tell you what’s happening or will happen on a strategic, big-picture level for a competitor analysis. After all, an executive's personality, past experiences, and current activities do play a role in their company’s competitive advantage.

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Via Bonnie Hohhof
Ellen Naylor's insight:

People forget: it's the executives that make the important decisions, and they usually have a track record.

 

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chen kc's curator insight, October 10, 2013 12:16 AM

http://www.staged.com/video?v=WQce like this video content...

Estefanía Aguilar's curator insight, October 10, 2013 3:08 AM

Good tips to create a Competitor Analysis

Beth Plutchak's curator insight, October 10, 2013 8:24 AM

Here is a good outline of the type of competitor analysis I have been doing for my clients, saving them time and money.

cooperative intelligence
Cooperative intelligence is sharing and caring without expecting something in return as in collaboration. You give to give. That's the intention here: give relevant business tips in primary research, competitive intelligence, market intelligence and elicitation.
Curated by Ellen Naylor
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Rescooped by Ellen Naylor from Strategy and Competitive Intelligence by Bonnie Hohhof
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Is Competitive Intelligence Ethical?

Is Competitive Intelligence Ethical? | cooperative intelligence | Scoop.it

competitive intelligenceIn the past decades, there have been many infamous incidences of competitive intelligence gone astray. However, not all intelligence-gathering practices are unethical. There is a definite line between competitive intelligence and corporate espionage, and it’s important to know what constitutes what. Competitive intelligence may have gotten a bad name from those who have chosen to act unethically, but it’s actually a very worthwhile way to gain pertinent insights about current market standards and practices. Of course, we are probably all familiar with the benefits of market research, but because competitive intelligence falls in the murky middle ground between market research and corporate espionage, how do you know define what practices are ethical or not?


Via Bonnie Hohhof
Ellen Naylor's insight:

#Competitive #intelligence continues to be a murky profession, since it's not clear what practices are ethical. While #SCIP has ethical guidelines, as do other professions like #AIIP or #SLA, you need to decide what feels right as an individual and follow your company's ethical guidelines. 

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Win Loss Interviews: Compensation and Recording

Win Loss Interviews: Compensation and Recording | cooperative intelligence | Scoop.it
As many of you know, I am writing, Win, Lose or Draw, a book on how to set up a world class win loss program. I need your input on your best practices in 2 areas, please!
Monetary Compensation to
Ellen Naylor's insight:

I would love to hear your best practices for compensation and recording win loss interviews. And if you're comfortable, pleas share the industry you work in as the industry and your company culture influence these practices. Thanks. #sales #marketing

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Ellen Naylor's curator insight, November 17, 10:58 AM

I would love to hear your best practices for compensation and recording win loss interviews. And if you're comfortable, pleas share the industry you work in as the industry and your company culture influence these practices. Thanks. #sales #marketing

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Build a competitor specific listening station

Build a competitor specific listening station | cooperative intelligence | Scoop.it
Setting up a competitor specific listening station can uncover some useful insights and help you improve your overall marketing performance.
Ellen Naylor's insight:

This a great article on how to monitor the competition. You can also use these tips to monitor the activities of your key clients as a retention tactic. 

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How to Add Value to Bid Management thru Tactical Competitive Intelligence

How to Add Value to Bid Management thru Tactical Competitive Intelligence | cooperative intelligence | Scoop.it
Getting close to the sales team to provide tactical competitive intelligence and tapping into the rhythm of its business activity to obtain insights from their customers and market engagements is a
Ellen Naylor's insight:

Preliminary results from this survey:


  • >50% say it's a struggle to get senior stakeholders to gather CI for them and gave reasons why this is
  • Getting cost data to benchmark is the most difficult CI to source
  • Almost half said the quickest improvement to their CI practices would come from better organizing their internal data and information flow or getting more senior management buy-in (internal challenges rather than external)
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Emotional Intelligence: Cult or Competitive Advantage?

Emotional Intelligence: Cult or Competitive Advantage? | cooperative intelligence | Scoop.it
Behavioral intelligence, social fluency, the ability to apply emotional intelligence -- these are the teachable skills that can launch people into greater professional and personal success....
Ellen Naylor's insight:

This is a great rebuttal to Adam Grant's recent article, "Emotional Intelligence is Overrated." There is a lot more scientific proof that a high EQ is a teachable skill, and that people respond well to those who have empathy. 

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Your Company's Biometric Data Is In... Now What? How Corporate Wellness Programs Pay for Themselves

Your Company's Biometric Data Is In... Now What? How Corporate Wellness Programs Pay for Themselves | cooperative intelligence | Scoop.it
They already know that their wellness programs are paying dividends that will only get better over time. It's time for all companies large and small to make the investment, as it's one of the best things you can do for your company and for your emplo...
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How to Build a Culture of Givers: 4 Tips

Nice guys don't have to finish last in your company. But it means you need to bake generosity into your culture. Wharton B-school professor Adam Grant explains how.
Ellen Naylor's insight:

In competitive intelligence, we expect our sources to share with us. I enjoy Prof Grant's Reciprocity Ring as a crowdsourcing way to get people to ask and provide answers in an open forum within the company. Everyone in the ring is required to ask for something. "When the whole room is making requests, it's not uncomfortable," Grant said.

 

When everyone's requests are out in the open, individuals in the group decide which ones they're best equipped to handle based on their expertise. “And make no mistake. Everyone will give,” Grant says. 

 

"The takers actually start giving because everybody's contributions are visible and they worry that if they don't volunteer to help anyone, they're going to get caught. The end result? Employees will get on board with the idea of building a culture of givers. That's because they'll see that if they give more, everyone can get more of what they want.” 

 

Has you tried this? I would love to hear your experience. 

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What Most Bloggers Don't Want to Hear

What Most Bloggers Don't Want to Hear | cooperative intelligence | Scoop.it
I started this digital platform built on passion, purpose and the beckoning of new frontiers. This portal to the world gave me a voice I didn't know existed.
Ellen Naylor's insight:

You have to work hard if you want to be seen and heard from your blog. how better than Jeff Bullas to share the persistence and hard work of writing a blog. 

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Win Loss: A Cooperative Relationship Business

Win Loss: A Cooperative Relationship Business | cooperative intelligence | Scoop.it
Win Loss is a Cooperative Relationship Business: You need to treat people the way they like to be treated throughout the process. It starts with soliciting feedback for the win loss questions from ...
Ellen Naylor's insight:

The relationships in win loss are many: with Sales, the Customers and Prospects, your company departments that need to know, and writing your analysis with sensitivity to company politics.

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Rescooped by Ellen Naylor from Business Improvement
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How to Avoid Business Blind Spots

How to Avoid Business Blind Spots | cooperative intelligence | Scoop.it

Via Daniel Watson
Ellen Naylor's insight:

I like how James Kerr suggests ways to shake yourself up a bit and get out of your daily patterns to become more aware of personal blind spots as a way to become more aware of your company's business blind spots. I take breaks to do something totally different like play the piano, paint a wall, do the dishes while staring at our Pike's Peak view. I think that's why we come up with great ideas while taking a shower or a walk. I also like his suggestion of getting people to express their own opinion, not that of the group to prevent blind spots.

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Jeremy Barton's curator insight, September 29, 11:49 AM

The real message here as I see it is: We see what we expect to see

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Naylor's Mailer: The Role of Stress in Win Loss

Naylor's Mailer: The Role of Stress in Win Loss | cooperative intelligence | Scoop.it

Lots of scoop to improve your win loss campaign & favorite competitive intelligence links. Subscribe and download a relevant CI and marketing list of 160+ books with Amazon links. 

Ellen Naylor's insight:

Improve your win loss campaign with a link to a "how to win loss" presentation; a win loss template & favorite competitive intelligence links.

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Rescooped by Ellen Naylor from Burgeoning Business
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5 Steps to Execute Real Competitive Intelligence in Your Business

5 Steps to Execute Real Competitive Intelligence in Your Business | cooperative intelligence | Scoop.it

Competitive intelligence and analysis is often considered the domain of the largest companies that can afford outside consultants or a department dedicated to that task.However, competitive intelligence is just as important for the small and medium-sized business.  Understanding your competitors and being ready for their actions is part of every executive’s job in the smaller business.  Often it is the marketing function that takes the lead on creating the discussion and developing whatever documentation is required.  Following these simple steps will put you in a good position to be aware and react to competitive actions and avoid “business blind spots.”


Via Bonnie Hohhof, No Boxes
Ellen Naylor's insight:

My favorite tip is to watch out for your blind spots. All size organizations can benefit from this. 

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Andrew Wiltshire's curator insight, September 15, 5:53 PM

And its so easy to do these days using some of the latest social media monitoring tools. Need help getting started?

No Boxes's curator insight, September 16, 7:18 PM

Competitive intelligence; just as important for small businesses as for large corporations.  #business

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Fuld + Company | What is Competitive Intelligence?

Fuld + Company | What is Competitive Intelligence? | cooperative intelligence | Scoop.it
Competitive Intelligence is the process of ethically gathering and refining information enough so that it can be used to make a strategic business decision.
Ellen Naylor's insight:

I like this infographic depicting what competitive intelligence IS and ISN'T, and competitive intelligence 2.0, an evolution of 1.0, which acknowledges the digital world of collection beyond the world of Google searching, yet maintains the critical thinking by human beings at the forefront. What do you think?

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How to inspire loyalty and retention - TalenTrust

How to inspire loyalty and retention - TalenTrust | cooperative intelligence | Scoop.it

We wHint: Make it personal By Kathleen Quinn Votaw Everything is personal. We all know that from firsthand experience. Who doesn’t like to be complimented or remembered? Feel valued or part of something more? And who doesn’t hate being treated unfairly or ignored? We are emotional creatures, so it’s natural that our loyalty goes to the people and places that make… read the post

Ellen Naylor's insight:

In #competitive #intelligence, we focus on what affects us outside of our company. Your employees are your competitive advantage, and there is no replacement for good leadership to retain good people. 

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Rescooped by Ellen Naylor from Lets Make It Happen
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How Well Do B2B Marketers Understand Their Customers?

How Well Do B2B Marketers Understand Their Customers? | cooperative intelligence | Scoop.it
Some 80% of B2B marketers say they can gauge which customers are their most valuable, according to a recent report from Regalix.

Moreover, 64% say they understand customers' past purchase behaviors.

However, less than half of B2B marketers surveyed have a strong knowledge of their customers' demographic makeup (just 48% say they have an excellent understanding), product/service preferences (44%), wants/needs/likes/interests (40%), journey to purchase (36%), and channel preferences (24%).

Via Brian Yanish - MarketingHits.com, Sachin Bhatnagar
Ellen Naylor's insight:

I think it's interesting that less than 50% of B2B marketers had a strong knowledge of product/service preferences, wants/needs/likes/interest and only 1/3 had good knowledge of their journey to purchase. Having better customer intelligence is a competitive advantage. 

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Rescooped by Ellen Naylor from Influence, EQ & Persuasion
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4 Habits Of Good Listeners

4 Habits Of Good Listeners | cooperative intelligence | Scoop.it
If you've ever been called out for talking too much, come up for air and try one of these four listening techniques.

Via Anne Leong
Ellen Naylor's insight:

My favorite of these 4 is silence. We are expected to fill in our conversation with words. Silence allows you both to reflect on your words and what's not said. This is a great way to encourage sharing. What are some of the ways you listen?

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Rescooped by Ellen Naylor from Business Brainpower with the Human Touch
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Employers Want "Critical Thinkers," But Do They Know What It Means?

Employers Want "Critical Thinkers," But Do They Know What It Means? | cooperative intelligence | Scoop.it

"Critical thinking.” It’s a phrase as vague as “results-oriented individual” or “problem-solver.” Companies call for job applicants that are both worker bees and world-class innovators, prepared to paint outside the lines--but only in the brand’s monochromatic colors.

According to an American Management Association survey, 72% of employers feel that critical thinking is key to their organization’s success, but only half of those surveyed said their employees actually show this skill.


Via Vicki Kossoff @ The Learning Factor
Ellen Naylor's insight:

Critical thinking is so in demand. Yet critical thinking takes time and reflection, which corporations don't give in the rush rush culture of most. Critical thinking is an essential skill for #competitive #intelligence professionals: what do you think?

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Trumans's curator insight, November 5, 5:24 PM

Even just "thinkers" might be a good place to start...

KwakJeongIl's curator insight, November 6, 8:42 PM

Thinking about your thinking, while you’re thinking, in order to improve your thinking.

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What Comes Next? Rivalfox Puts Together an Expert Roundup on the Future of Competitive Intelligence - The Rivalfox Competitor Intelligence Blog

What Comes Next? Rivalfox Puts Together an Expert Roundup on the Future of Competitive Intelligence - The Rivalfox Competitor Intelligence Blog | cooperative intelligence | Scoop.it
New technologies, new challenges. What the future of competitive intelligence will look like? We listened to eight CI experts on this matter.
Ellen Naylor's insight:

We were asked, "How do you see the importance of digital competitive Intelligence in the future?" All agreed that it will become increasingly important. I am concerned that digital CI diminishes the value of human source networks since it's easy to learn "enough" about the competitive digitally. Also confidential information leaks will be harder to plug. My colleague, Charlene Burke was part of this expert panel.


How do you see the importance of digital CI in the next 5 years? How do you see this relating to Humint and counterintelligence?   

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How Culture Affects the Win Loss Process

How Culture Affects the Win Loss Process | cooperative intelligence | Scoop.it
I have had the pleasure of interviewing two impressive Directors of Win Loss programs. Both work for large companies that have done win loss analysis for a long while. Both emphasized the importanc...
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How To Fix Your Marketing Blind Spot | Convince and Convert: Social Media Strategy and Content Marketing Strategy

How To Fix Your Marketing Blind Spot | Convince and Convert: Social Media Strategy and Content Marketing Strategy | cooperative intelligence | Scoop.it
Marketers don't really know what customers want because they typically aren't interacting with customers directly. Here's how to fix that. Post and slides from Jay Baer.
Ellen Naylor's insight:

In competitive intelligence, we often spend to much time on competitors, and not enough time on customers. Query sales, customer service and operations to gain more insight about your customers and identify blind spots and opportunities. Check out the Slideshare at the end of this post. 

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Competitive Intelligence Survey

Thank you for joining this survey to evaluate how Competitive Intelligence (CI) experts work with Sales & Bid teams.

About the Survey
The purpose of this survey is to evaluate different CI practices between companies.
Ellen Naylor's insight:

You could argue getting close to the sales team to provide tactical CI and tap into the rhythm of its business activity to obtain insights from their customer and market engagements would be one of the most critical parts of the business to immediately demonstrate the value of market and competitive intelligence: the proof point being increase in win ratio, fewer lost customers and all this translating to the bottom line. 


We would welcome your feedback on these issues through the survey ‘Exploring How to Add Value to Bid Management Teams through Tactical CI’.

 

Your kind participation will not only provide you with a summary of the findings but also provide strong context to complement our forthcoming SCIP Chapter Event on 18th November with Alex King’s Amplio Software addressing the issue of ‘Tactical Competitive Intelligence for Bid Teams


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The New Supercompetitors

The New Supercompetitors | cooperative intelligence | Scoop.it
Companies that realize the power of their capabilities can shape how industries evolve.
Ellen Naylor's insight:

Longish article, worth the read. Many in competitive intelligence spend too much time monitoring and not enough time analyzing and taking action. Love the questions in this article to strategically analyze the positioning and strength of your competitors:


  • Are the leaders in your industry different from those of 10 years ago? Are old winners in trouble, while upstarts ascend to positions of major influence?
  • Are companies gravitating to distinctive ways to play, with only a few enterprises succeeding in each?
  • Are today’s leaders and rising stars competing in ways different from those of the leaders of the past? Are integrated or conglomerated players breaking up?
  • Is the success of the top competitors in your industry attributable to their capabilities, as opposed to their assets or product portfolios?
  • Are the key capabilities of the leading companies in your industry scalable? Could they be expanded without dramatically increasing their costs?
  • Is there a high level of differentiation relevance—that is, a large number of customers who would care about the differences among products and services that derive from these capabilities?
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How Not to Unwittingly Reveal Company Secrets

How Not to Unwittingly Reveal Company Secrets | cooperative intelligence | Scoop.it
What are you really revealing when you tweet?
Ellen Naylor's insight:

In today's social media crazed world, beware of how easy it is for employees to share too much.

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7 Ways Competitive Intelligence Pros Can Keep Their Mind Sharp

7 Ways Competitive Intelligence Pros Can Keep Their Mind Sharp | cooperative intelligence | Scoop.it
Competitive intelligence pros, take notes! Here are a few things we can all do to workout the mind...
Ellen Naylor's insight:

Love this angle on maintaining your brain through what you eat, physical activity, getting enough sleep, etc. I love the tip on socializing to keep those dendrites expanding. As CI professionals, we can stimulate those by interacting often with our contacts by telephone, SKYPE or in person instead of resorting to email and other written means. I would add taking quiet time out, and getting grounded. This has helped my CI skills immeasurably in the last year, as this helps me manage stress, especially through breathing exercises and daily meditation. What do you do to stimulate your brain?

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The Lips Don't Lie

The Lips Don't Lie | cooperative intelligence | Scoop.it
What our lips reveal about us - even when lying!
Ellen Naylor's insight:

Lips shapes and postures don't lie unlike the words that one might utter out of those lips. Great read by Joe Navarro. 

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