Using the highest degree of professionalism and integrity, you can protect your value proposition from competitive attack by setting traps for the competition. By knowing the competition's actions, behavior, and practices, you can identify damaging behavior. After exploring the potential risks and rewards, you can then consider what might be done to snare the competition. Exposing the competition's deficiencies with this mousetrap model will not only spare your client the expense, disruption, and embarrassment of a poorly executed implementation, but it will increase your ability to effectively compete.
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undercharging on product and making up the difference with services. We also looked at the competitor's days sales outstanding (DSO), one indication of customer satisfaction. That number was increasing as well, showing that the competitor's customers weren't paying their invoices on time. There could be other explanations, of course, but the pieces were beginning to fit together. We identified two companies who, during win/loss reviews, admitted that what they bought from the competitor was not what they