Customer Analysis and Competitive Intelligence

Question 1

The process of preparing a plan specific to an opportunity and identifying actions and strategies to position your organization to be the customer’s preferred bidder.

Answer 1

Opportunity Planning

Question 2

A statement in a proposal that specifically addresses how aspects of an offer positively affect the customer’s
business. Value propositions should provide customer-specific statements that are quantified and describe
tangible and intangible value.

Answer 2

Value Proposition

Question 3

Differentiating value and price such that the customer
perceives the value of your proposal to them to be
greater than the price you are charging.

Answer 3

Pricing Strategy

Question 4

Objectively understanding the strengths, weaknesses, and strategies of companies competing against your company for business.

Answer 4

Competitive Intelligence

Question 5

A process that identifies your key competitors’ strengths and weaknesses.

Answer 5

Bidder Comparison Matrix