User-Directed Competitive Intelligence: Closing the Gap between Supply and Demand

By Walter D. Barndt Jr. | Go to book overview

Chapter 7
Competitor Profiling and Competitive Intelligence

Guns don't kill people; people kill people.

The NRA's credo is subject to debate, but an analogous observation about the corporate world is not.

Organizations don't make decisions; people make decisions. And insofar as it is important to know what clients and competitors are "going to do," understanding the leaders of those organizations is critical. The behavior of organizations cannot be anticipated solely on the basis of what they can do or what they might do. It can only be anticipated on the basis of what their leaders are willing to do, and this requires a realistic understanding of how these leaders--the presidents, the chairpersons, the owners, the managers, the CEOs, and the operating chiefs who call the shots, who absorb the staff studies, who make the critical decisions--make their decisions.

Are they bold or cautious? Are they frightened by risk or willing to "bet the farm"? Are they ultimately concerned about the "bottom line" or especially dedicated to the welfare of their employees?

-75-

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