While all business development (BD) organizations are focused on winning orders their practitioners are still almost universally uninterested in sharing the information and relationships that make success possible and repeatable. Today's highly competitive marketplace with its constrained customer budgets and white hot competition all but compels firms that compete for large, complex opportunities to maintain and grow their edge by pre-positioning for re-use, information from all sources to determine rapidly:
- what customers are thinking;
- what competitors are doing;
- what bid teams should be proposing; and pricing to; and
- where the price points and strategies need to be.