Download Competitive Analysis Consulting Best Practices

Warren Buffett, chairman and CEO of Berkshire Hathaway, once famously said, "I try to buy stock in businesses that are so wonderful that an idiot can run them. Because sooner or later, one will." Understanding your competitors and their business models is a critical aspect of Strategic Planning. This involves identifying their strengths and weaknesses, analyzing opportunities and threats from the environment, and evaluating your company's competitive position. A superior Competitive Analysis, therefore, becomes a key determinant of your company's sustainability and success.

Understanding the Importance of Competitive Analysis

First off, a rigorous Competitive Analysis provides insights into the competitive dynamics of your industry. It helps you understand your relative position in the industry and the strategic actions of your competitors. Changes in their products, services, pricing, marketing tactics, or business models can substantially impact your company's future revenue and profitability, so being ahead of the curve on these developments is crucial.

Moreover, Competitive Analysis supports the development of effective competitive strategies. Insights from competitive research can inform decisions about market positioning, resource allocation, and strategic initiatives. You can choose to compete on differentiation, low cost, or focusing on niche markets, guided by what your analysis reveals about your competitors' strategies and capabilities.

The Components of a Robust Competitive Analysis

A thorough Competitive Analysis consists of three main components:

1. Competitor Identification: Identify both direct and indirect competitors. Direct competitors offer similar products or services, while indirect competitors offer alternative solutions to the same customer need.
2. Competitor Profiling: Create a detailed profile of each competitor, including their products or services, pricing, distribution, promotion strategies, and customer base. Study their recent strategic moves, strengths and weaknesses, and market performance.
3. Competitive Strategy Analysis: Analyze the competitor's current strategy, their objectives, assumptions they hold about the industry, and the key capabilities they are trying to build.

Tools for Competitive Analysis

Several tools are useful for conducting a Competitive Analysis, such as SWOT Analysis, Porter's Five Forces, and Product Comparison Charts. PESTEL Analysis, Strategic Group Mapping, and Market Segment Analysis can also provide valuable insights into the competitive environment. Deep dive into key industry reports and competitors' annual reports, presentations, interviews, and social media activities can reveal more granular details about their strategies and operations.

Creating a Continuous Competitive Analysis Process

While conducting a periodic Competitive Analysis is essential, a continuous Competitive Analysis process is increasingly becoming a necessity. Equip your team members with the right tools and skills to regularly monitor competitors' activities. Use digital tools like Google Alerts, social media listening, and website tracking to stay updated about their latest moves. Establish a process for sharing and discussing these insights within your team, so that your strategies can evolve with the changing competition landscape.

Ultimately, Competitive Analysis is not about copying your competitors' strategies but about learning from them to create unique value propositions. Remember that "best practices" are only the best until someone creates a better one. So, continually innovate and create your best practices, guided by sound Competitive Analysis, to stay ahead of the competition and sustain your long-term success. As Jack Welch, former CEO of General Electric, noted, "If you don't have a competitive advantage, don't compete."