Market Maturity: How mature is your target market?
Consider whether you are entering an established market where customers have been purchasing the same product or service for many years. If your target market is mature and set in its ways, early stage intelligence may be essential for identifying new opportunities, disrupting the status quo, and presenting innovative solutions. On the other hand, if you are creating a new market or introducing a unique offering, early stage intelligence may be less critical as you focus more on educating potential customers.
Project Specificity: What types of projects are you pursuing?
Evaluate the level of specificity in the projects you are targeting. If you are pursuing highly specialized projects that require niche expertise, early stage intelligence becomes crucial. The ability to identify these specialized opportunities early on allows you to tailor your offerings and position yourself as the go-to solution provider. Conversely, if you are targeting more general projects, the need for early stage intelligence may be less pronounced, although it can still provide valuable insights and a competitive advantage.
Influence and Pre-positioning: How important is it for you to influence projects?
Consider whether your success hinges on influencing projects and shaping their direction. If pre-positioning yourself and influencing project outcomes can significantly impact your business, early stage intelligence becomes a powerful tool. It allows you to gain insights into projects at their early stages, engage with decision-makers, and shape the Request for Proposals (RFPs) in your favor. This level of influence can differentiate you from competitors and increase your chances of success.
Organizational Structure and Resources: Do you have the necessary support?
Assess whether your organization has the structure and resources to effectively leverage early stage intelligence. Consider if you have a dedicated sales team or individuals with specialized knowledge who can capitalize on the insights provided. Furthermore, evaluate whether your team is open to embracing new technologies and workflows that integrate early stage intelligence seamlessly. Having a team that is eager and aligned with leveraging early stage intelligence is crucial for maximizing its impact on your business.
Determining whether early stage intelligence is right for your organization requires thoughtful consideration. Assessing the maturity of your target market, the specificity of projects you pursue, the importance of influencing outcomes, and the readiness of your organization to embrace early stage intelligence are key factors to consider. By evaluating these aspects, you can make an informed decision about whether early stage intelligence aligns with your business objectives and will contribute to your growth and success in the infrastructure market.