Project Experience

Improving the Competitive Intelligence Process

Client Situation
Our client, a large international technology firm with multiple divisions, sought to improve its internal CI expertise. The divisions operated very independently and intelligence was not shared since the company culture believed that "information was power."

Fuld Approach
Fuld & Company interviewed the CEIO, key executives from all the major lines of business, and salespeople to determine the key competitive issues and how the client generally operated. A two-day workshop reviewed the Fuld findings, determined priorities, and established the criteria for a test CI program.

Benefits and Implications
The test program demonstrated the value of CI, but also showed the continued resistance to breaking down the stove pipes at the company. The client realized that independent CI programs were essential, but with a central group to establish standards and encourage, but not demand coordination between the different lines of business. For more information, contactMark Chodnowsky at mchodnowsky@fuld.com