Our Difference

Our major difference is gaining early understanding of customer problems, changing needs, other alternatives, and our clients use this research to drive step by step solution design and craft innovative market and shaping strategies. 

Our clients offer defined products and services to different customers, all having multiple decision makers and influencers. Staying abreast of market positions, changing needs, practices, and new threats is difficult. Internal personnel charged with analyzing company markets, monitoring competition, and anticipating future customer requirements now face increasing challenges.

Market reports available to any purchaser are now less valuable in understanding and anticipating customer needs for particular company offerings. Taking compiled general research, trying to customize it to a particular company opportunity or problem, offers little value in today's environment. 

This means companies need custom-tailored research from a trusted outside research and strategy firm to accurately understand current and changing customer needs. 

Relevant market data combined with primary source intelligence gained independently enables companies to develop accurate assessments and decisions today which they otherwise could not make.  


Our projects usually involve analysis and recommendation of new opportunity directions in particular market segments. This may involve researching business potential for a specific platform, system, product, component or service offering. 

Project assignments very but commonly include:

  • New Growth Opportunity Assessment, Target Customer Guidance, Market and Pricing Strategies  

  • Future US Government Programs-Requirements, Funding, Critical Intel  

  • Global (Non-US) Program Opportunities, Requirements, Funding, Competitive Intel

  • Key Competitor Analysis, Positions, Strengths, Weaknesses, Future Strategies 

  • Government Contract Pursuit, Custom Research, Proposal Support, Price To Win

  • Acquisition Targets, Pre-M&A Research, Direct Intel

Research Emphasis:

  • What are target customers using now? Likes and dislikes of current solutions? Unmet needs? How are needs changing? Future expectations? 

  • Competitor offerings? Market share? Strengths and weaknesses? Key customer positions? Pricing? Current and likely future competitive strategies?

  • Is there room for another supplier in this market? How difficult is it to introduce new solutions in this market?  

  • What will represent a truly unique and attractive value proposition? Reaction to concept features and benefits? What differentiated value does the customer feel we offer? Can we be disruptive to the broader market, or only selected vertical segments?​ Is it scalable? 


  • Particular customers and program opportunities should we target first? How do we get qualified and selected?  Current contracting approaches?


  • How are target accounts structured? How do customers decide what they want, evaluate and award contracts? Changes in procurement practices? Purchase process? Lifecycle, cost of ownership importance? Price and performance criteria? 

  • What’s a realistic share of the addressable market for our company? Units and Revenues? Profit margins? 

  • What must we do to become a dominant player (#1, #2 or #3), and sustain this position?

  • What other key changes are taking place in this market? Emerging technologies? Integrated solutions? New regulations? Political climate? Industry consolidation, mega mergers? Primes and first-tier suppliers reshaping their portfolios, gaining more influence on procurement decisions? 

  • What particular segments are growing? Current market shares of major players per customer feedback? Where do we have the best chance of carving out and displacing market share, leveraging our strengths, still maintain our strong, existing positions?

  • What internal capabilities can we leverage into new areas of opportunity? What technologies and skills should we acquire, or license, for value chain leverage and profitability?

  • How are channel practices changing? By global region? How could we strengthen our sales, customer-facing operation? Opportunities to develop supply chain partners to enhance sales?

  • What are new entrants, traditional competitors doing to build market share? Gain leverage?

  • What new platforms should we pursue? What current platforms offer additional content opportunities? Highest value accounts?

  • What additional support services, upgrades, accessories, aftermarket solutions will strengthen our market positions?

Project Execution 

To ensure success at the start of each project, a final report "shell" is developed. This covers objectives, assumptions, flow, format, content, research sources, methodology, and level of detail to  be delivered. This includes example slides showing intended levels of detail to be delivered.

This insures we all have a shared vision of what will be presented 8-10 weeks downstream, clarify any questions early in the process, starting the way we all want to finish. 

We provide scheduled updates as our research and analysis unfolds so we all have a shared view of the opportunity picture as it develops. 

Progress review dates are established at the beginning of the project. These dates are set at the 25%, 50%, 75%, and Final Presentation delivery points. As the information, analysis, and interim findings and conclusions take shape, these progress reviews allow for client redirection and refinement. 

Accelerating Client Growth-Delivering Consistent Value