How to became a proactive, agile and persuasive player

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Intelligence, Early Warning and Competitive
Response Business System

• How to became a proactive, agile and persuasive
  player?

PhD Vasile Paun
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proactive, agile and persuasive player
Intelligence, Early Warning and Competitive
response Business SystemSpecial competencies
and capabilities
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Intelligence, Early Warning and Competitive
response Business System
STRATEGIC THINKING
INTELLIGENCE PORTAL

• COMPETITIVE INTELLIGENCE
• EARLY WARNING
• OPPORTUNITIES MANAGEMENT

WAR ROOM
INTELLIGENCE CULTURE
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• COMPETITIVE INTELLIGENCE
• EARLY WARNING
• OPPORTUNITIES MANAGEMENT

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Intelligence function

• Intelligence staff
• analysts

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CI staff responsabilities

• Information needs collection
• Establishing and management of sources system
• Production and disemination of C.I. products and
  services
• Promoting the intelligence culture (intelligence
  community)
• Support for planning and implementation of market
  operations
• Collaborate to generate strategic scenarious
• Implementation and management of strategic early
  warning function
• Counter-intelligence support
• Intelligence Portal Management.

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COMPETITIVE INTELLIGENCE (C.I.)
Market volume
BOTOSANI
gt 5mil Euro
MARAMURES
1,5 mil - 5mil Euro
SATU MARE
SUCEAVA
500 K - 1,5 mil Euro
BISTRITA NASAUD
lt 500 K Euro
IASI
SALAJ
NEAMT
BIHOR
CLUJ
Market share
MURES
VASLUI
BACAU
ARAD
HARGHITA
ALBA
SIBIU
HUNEDOARA
COVASNA
TIMIS
GALATI
BRASOV
VRANCEA
BUZAU
CARAS SEVERIN
PRAHOVA
BRAILA
GORJ
VILCEA
ARGES
TULCEA
IALOMITA
DIMBOVITA
MEHEDINTI
BUCURESTI
OLT
CALARASI
DOLJ
CONSTANTA
GIURGIU
TELEORMAN
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COMPETITOR POSITIONS
STRATEGIC GROUPS TRENDS
MARKET SHARE
200
Ursus Brew 26
Heineken 24
Interbrew 22
European Food 11
150
URBB 11
100
Bere Mures 7
TURNOVER (mil. EUR)
Bermas Suceava 1,5
10
Martens Galati 1,3
Robema 1
Bere Azuga 1
30
15
5
NET INCOME (mil. EUR)
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MARKET PROFITABILITY
NEW ENTRANTS THREAT
SUPPLIERS BARGAINING POWER

• COMPETITORS RIVALRY

CLIENTS BARGAINING POWER
SUBSTITUTION THREAT
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STRATEGIC INTELLIGENCE
Retail network
Companys culture
Technology
Quality
Market share
Products and Services
Price
Publicity and reputation
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EARLY WARNING INTELLIGENCE
Competitor X Launching a new product
50
1
1
3
Design
Advertising
Distribution
50
15
80


2
-1
2
4
2
3
Market research
Advertising 900 GRP / 400 TRP
POS Materials
Training for retail network
New product rumour
Promotion contracts
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Strategic opportunities / risk management-
Bulletin -
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Intelligence, Early Warning and competitive
action System
STRATEGIC THINKING
INTELLIGENCE PORTAL

• COMPETITIVE INTELLIGENCE
• EARLY WARNING
• OPPORTUNITIES MANAGEMENT

WAR ROOM
INTELLIGENCE CULTURE
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Knowledge XChanger v.5The Award-wining
Competitive Intelligence Portal

• The portal is an web-based, modular product that
  retrieves and organizes business information
  within an organization
• KXCv.5 can integrate and structured information
  from many sources (whether internal or external,
  people or documents)
• It is a packaged product ready to be implemented
  quickly
• The KXCv.5 proprietary Classification Server is
  the core of suite of products in witch all
  incoming content is automatically categorized
  into a customizable topic structure.

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Knowledge XChanger v.5Benefits

• CEOs can identify business changes and make more
  consistent, well-founded decisions
• Analysts and planners become more confident about
  what the trends of tomorrow are and adjust
  strategy accordingly
• Information professionals can avoid
  re-purchasing information that has already been
  bought elsewhere in the company
• Sales managers can find new leads and shorten the
  sales cycle
• Investor Relations and Public Relations
  departments stay aware of current events and are
  better prepared to meet journalists and analysts
• Communications managers can create a platform for
  more efficient information and content delivery
  to different internal user groups.

Contact intellCompetitiv for a DEMO account
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WAR ROOM
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Business War Room
Market operations projects
Competitive Intelligence
Business Intelligence
Strategic Planning
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Intelligence, Early Warning and competitive
action System
STRATEGIC THINKING
INTELLIGENCE PORTAL

• COMPETITIVE INTELLIGENCE
• EARLY WARNING
• OPPORTUNITIES MANAGEMENT

WAR ROOM
INTELLIGENCE CULTURE
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Strategic thinking competencies

• Patterns, models and tendencies identification
  from separate pieces of information
• Aplication of Art of war / Art of peace type of
  principles in the business behavior
• Three steps thinking in current actions action,
  counter-action, countercounter-action
• Use of scenarios and war games in strategic
  planning and market operations
• Creative integration of relevant concepts (e.g.
  early warning, risk and opportunity management,
  market operations) for an agile, proactive and
  persuasive business behavior

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INTELLIGENCE CULTURE
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Systems Benefits (1)
From
ad-hoc collection of information, from
secondary sources.
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Systems Benefits (2)
From
decisions based entirely on data and information.
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Systems Benefits (3)
From
singular information products, with a small
number of users.
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Systems Benefits (4)
From
information islands (fortresses) and need to
know type of culture.
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Systems Benefits (5)
From
predominant reactive behavior and competition
copy cat.
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Performances

• Reaction speed Enhanced competitive response
• Innovation imitation anticipation and
  deterrence
• Differentiation strategy positioning and action
  perception

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Case study establishing a C.I. unit in a
Romanian building materials company

• Basic competitive intelligence capability in 1
  year.
• C.I. unit 50 days, training, training on the
  job, coaching, war games, out-door activities
• Collection capability for Sales force 5 days,
  training
• Intelligence process management competencies and
  strategic thinking for Management team 6 days
  workshops and war games
• Intelligence Portal customization, software
  installation and user training (Comintell KXC)
  30 days
• Business War room architecture and technical
  solution project 20 days.

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Establishing the C.I. Unit (50 days)

• Team selection (5 6 representatives from all
  departments) 4 days
• Basic C.I. training (concepts and exercises) 10
  days
• Action plan, training on-the-job and professional
  coaching 10 days
• Team-building and psychological training 10
  days
• Applications (Quarterback, Intelligence audit,
  War games, Mystery shopper etc.) 14 days
• Final analytical project 2 days.