Tuesday, May 27, 2014 | 3:50 PM - 4:50 PM
Alchemy: Using Competitive Intelligence to Create Winning Solutions
proposal are based on discriminators – features that customers desire that
differ from what your competitors offer.
Winning bidders understand that creating a discriminating solution
requires knowledge of the customer and competition that goes beyond casual
research and informal, last-minute analysis.
This session will demonstrate effective techniques for analyzing
competitive data to turn "chunks o’ lead” mined through ethical research into
"pots o’ gold:” the actionable
intelligence used to create a complete, compliant, compelling – and
ultimately, winning – solution.
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Richter is President of Richter & Company, a Frederick, Maryland based
competitive analysis and pricing strategy firm. His knowledge and
experience – combined with outstanding analytical and presentation skills and
and an enthusiastic "can do” approach to business – have helped clients gain
more than $30 Billion in awards in the highly competitive Federal marketplace
over the last three years alone. He is a highly-rated speaker and very
entertaining speaker that you won’t want to miss!