This 40-page monograph represents the final report from the BD-Institute’s industry study on developing and maintaining viable capability in Price-To-Win and Competitive Analysis (PTW/CA) within a company. The study had the following goals:
- Identify best practices currently in use by industry leaders relative to processes, tools, and techniques applied to development of PTW/CA
- Investigate organizational approaches being used by industry leaders in maintaining internal capability to perform PTW/CA
- Determine critical success factors (CSFs) for establishing and operating an effective PTW/CA system within a company
The monograph addresses four broad areas associated with PTW/CA capability and provides insight into 16 important questions relevant to understanding internal PTW/CA capability. In addition, the monograph identifies several characteristics that emerged as “critical success factors” for achieving benchmark-level performance in PTW/CA.