Project Experience

Understanding a Rival's Core Competency in R&D

Client Situation
New or unique technology is frequently the basis for success in the information technology field. Understanding the R&D capabilities of a rival that develop winning technologies is critical for maintaining a technological edge.

Fuld Approach
In one instance, a client assigned Fuld & Company to analyze the R&D function of a fast-growing competitor. Questions included the size and staff composition of the department, if the competitor performed R&D jointly with a key supplier, and what were the major development efforts. These types of questions are especially challenging, but Fuld & Company was able to obtain information about staffing from the recruiting managers of local colleges and universities.

Benefits and Implications
In addition, we determined that the purchasing philosophy of the target, which was to obtain multiple bids for each procurement, precluded a close working relationship with any one supplier and joint research activities. Our client realized that the competitor was missing opportunities to leverage its expertise in the field and its relationships with suppliers, and was therefore, not as much as a threat as previously thought. . For more information, contactMark Chodnowsky at mchodnowsky@fuld.com