Реферат: Business Plan Essay Research Paper Nicholas BelcherBusiness

are not easily able to leverage their business through distribution.

4. 2. 3 Competition and Buying Patterns

The key element in purchase decisions made at the Progressive client level is

trust in the professional reputation and reliability of the consulting firm.

4. 2. 4 Main Competitors

?The high-level prestige management consulting:

Strengths: international locations managed by owner-partners with a high

level of presentation and understanding of general business. Weaknesses: General business knowledge doesn’t

substitute for the specific market, channel, and distribution expertise of

Triangle, focusing on high-technology markets and products only. Also, fees

are extremely expensive, and work is generally done by very junior-level

consultants, even though sold by high-level partners.

?The international market research company:

Strengths: International offices, specific market knowledge, permanent staff

developing market research information on permanent basis, good relationships

with potential client companies.

Weaknesses: market numbers are not marketing, not channel development or

market development. Although these companies compete for some of the business

Triangle is after, they cannot really offer the same level of business

understanding at a high level.

?Market specific or function-specific experts

Strengths: expertise in market or functional areas. Triangle should not try

to compete with Normura or Select in their markets with market research, or

with ChannelCorp in channel management.

Weaknesses: the inability to spread beyond a specific focus, or to rise

above a specific focus, to provide actual management expertise, experience,

and wisdom beyond the specifics.

The most significant competition is no consulting at all, companies choosing

to do business development and channel development and market research in-