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Case Examples
MARKET ASSESSMENTS
Competitor density analysis
Brief: Client sought to understand the competitive environment for a new service offering that it planned to bring to the market.
Solution: As many as possible potential suppliers were first identified in the geographical zone of interest. Their goods and services were then evaluated to filter out suppliers not offering directly competing goods or services. Each of the remaining competitors were then evaluated against certain qualifying criteria to determine if they were likely to survive fast-changing market movements.
Result: The client was better able to understand the market risk and was able to make plans.
Brief: Client needed to monitor the market behaviour of six organisations being used by a tendering authority, to counter-bid tender offers by making an unrealistically lower quotes, in an attempt to oblige genuine tender applicants to bid low.
Solution: Placed the organisations under a 6-month watch, reporting to the client every four weeks against an agreed review template. Surfaced information on the companies to prove that none were technically pre-qualified and that none were, therefore, eligible to bid.
Result: The client was able to neutralise the market tendering authority’s game play without the tendering authority losing face.
Competitor density analysis
Brief: Client sought to understand the competitive environment for a new service offering that it planned to bring to the market.
Solution: As many as possible potential suppliers were first identified in the geographical zone of interest. Their goods and services were then evaluated to filter out suppliers not offering directly competing goods or services. Each of the remaining competitors were then evaluated against certain qualifying criteria to determine if they were likely to survive fast-
Brief: Client needed to monitor the market behaviour of six organisations being used by a tendering authority, to counter-