Competitive Intelligence has historically focused on strategic and tactical forms of intelligence. In fact, SCIP changed its acronym from Society of Competitive Intelligence Professionals to Strategic and Competitive Intelligence Professionals. While competitive intelligence is an important component in strategic planning, and companies benefit from scenario planning: many companies miss the boat by not conducting and communicating competitive intelligence in real-time. Real-time competitive intelligence deserves to be a focus within the profession.
Many companies think they are conducting real-time competitive intelligence since they monitor their market landscape continuously on the Internet and increasingly through social media such as Twitter, LinkedIn and Facebook as well as industry specific forums or social networks like Ning. While monitoring is the foundation of real-time market intelligence, it is not actionable. The action you take in real-time will give you a competitive advantage. As David Meerman Scott said at our AIIP conference, “Speed and agility bring competitive advantage…Act now before the window of opportunity vanishes.”
That’s the point: many in competitive intelligence sit on the knowledge they gain from monitoring the environment. I think part of the reason is that competitive intelligence is a staff job, and many in the profession don’t have the authority to take action. Some corporate cultures reward information hoarding, the exact opposite of sharing and taking action.
However, competitive intelligence managers can inform our company employees in real-time, and in areas where we have more knowledge, we can make recommendations. The balancing act in our job is to offer cooperative intelligence: don’t inundate people with too much information, just what you know is important to them.
When you read a rumor about a competitor or marketing trend that could significantly impact your company, check it out right away. This usually involves talking to another human being. That’s why having a deep human source network is essential for every competitive intelligence practitioner.
When you’re at a trade show, report back your findings several times during the day to the sources in your company who are asking. Invariably your findings bring up more questions.
It’s interesting that Sales will quickly follow up with leads immediately after a conference or trade show. With the same exuberance, you need to fire off a report of your key findings to those who need to know, and those you suspect should know. Don’t put it off: some of the most timely intelligence comes from trade show interviews. What I really like is that much of this is not published yet, and can be used to give your company’s marketing, sales and product teams a leg up.
When you hear that a competitor is merging or acquiring another company, put the word out immediately at your company, especially to sales people, as they can reassure your customers that your good service will continue, and perhaps instill doubt about the merged competitor entity.
The point is those companies that take action more immediately are the winners these days. Those that ignore events or sit on valuable information lose. What has been your experience with real-time competitive intelligence?
Filed under: AIIP, competitive advantage, Competitive Intelligence, competitor, cooperative, Cooperative Intelligence, Denver, Ellen Naylor, LinkedIn, sales people, SCIP, social networks, trade show, Twitter |