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'Competitive Intelligence:' Leveraging CI for Successful Business Development

By Jim Jarrell
July 01, 2018

Over the last decade, competitive intelligence has evolved from simply being the data we collect and analyze about our competitors. Today, considering competitive intelligence, I think more broadly about all of the data and information I have access to that helps to isolate and leverage my firm's competitive advantage and close the deal on business development opportunities.

Ultimately, the list of data points and resources are comprehensive. The more data available to analyze, the better informed your decisions and strategies will be going forward.

Where Do You Start?

I've read and heard experts ask the question: “What is the central challenge facing business leaders today?” The answer, almost invariably, points to addressing the need for change. It's been repeated so many times that it's become a truism. The problem with “the need for change” as an answer is that it strongly suggests that change is a one-time event — that a company need only go from point A to point B to succeed. This flawed thinking only takes us to a new place of stuck. Meanwhile, the rest of the market moves on and leaves others behind.

Regardless of how seriously law firms focus on strategic planning, for most of us in the legal marketing space, goals are tied most directly to driving incremental revenue. We saw this pattern emerge in Big Law, in particular, during the post-recession period where law firms took steps to protect profits, primarily by cost cutting — through expense reduction, staff adjustments (layoffs), etc.

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