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Decision Coaches Black-Hat Process(TM).

Not everything that can be counted counts, and not everything that counts can be counted.

~Albert Einstein

Decision Coaches Black-Hat Process(TM).
Analyzing Your Customer's Priorities & Perspective: Not Everything Is Equal

Are you discovering critical competitive insight... a little too late?

Unifying the clarity of objective, quantifiable data with the wisdom and judgment of your team's experience in the only scientifically valid way to prioritize quantifiable requirements against intangible considerations, the unique "mechanized argument" of Decision Coaches' prioritization technique enables a truly transformative understanding of your competition and your competitive environment.

Simulating the decision-making process your customer must make in forming their preferential mindset, Decision Coaches' Black Hat Workshop™ carefully encapsulates your team's discussion to ensure a structured, focused, and productive conversation producing an explicit, high-fidelity awareness of the trade-offs your competition believes your customer's decision-makers will make when deciding that one preference is simply more important to them than another.

Coupled with an equally powerful and detailed competitive analysis technique that allows you to explicitly evaluate your competition's perception of all competitors against the detailed prioritization of their view of your customer's preferences, the Decision Coaches Black-Hat Workshop™ surfaces what your competition believes to be their most compelling differentiators, your greatest weaknesses, and identifies the critical factors they believe will enable their team to win, providing your team with an unmatched understanding of the impact of each on your competitive position.

This results in...

  • An intelligent view indicating where your competition believes they will win over your customer,
  • Awareness of powerful areas of customer needs or desires either overlooked or undervalued by your competition,
  • Rapid, detailed information exchange,
  • Rigorous prioritization of your competition's view of the world - their opinion of what your customer wants most and their view of the major competitors' competitive position - that ensures all perspectives are considered and synthesized with full documentation,
  • An explicit awareness of the trade-offs in performance your competition thinks they can get away with,
  • Analytic metrics of your teams confidence in their opinion, the logical consistency of their thinking, and the sensitivity of their conclusions,
  • Ability to identify the priorities, impact and influence of various constituencies within the competition and their decision-making process,
  • Ability to easily test the impact of scenarios and what-if situations on the spot,
  • Clearly identified knowledge gaps including what your team doesn't know and where to engage your competition and your customer for more detailed information,

...and ultimately a unified perspective that transcends simple consensus and surpasses even your competition's own awareness of their biases, weaknesses and blind-spots.

Fully delving your competition's view of the competitive landscape - not only their opinion of the customer's key wants and needs, but their view of all the major competitors' competitive positions... including your own team's - reveals where you can truly gain the upper hand over your competition, inspiring robust, focused, game-changing action.

Are you ready to discover what Decision Coaches' Black Hat Process™ can do for you?  Give us a call: 412-916-1172.

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