Leonard Fuld

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Your Competition Doesn’t Wait To Turn Their Clocks Ahead So Why Should You?

Posted by Leonard Fuld on Mar 18, 2014 10:00:00 AM

Last year, while monitoring clinical trials for a number of competitors in the oncology field, we spotted a Twitter announcement from a third-party patient advocate who wanted to see this company renew a particular set of trials it had dropped. The advocate was working with this biotech competitor to recruit new patients and announce a special recruiting event. This Twitter feed continued for a couple of weeks then suddenly stopped once the biotech likely filled its patient quota. Social media signals like this one are essentially a small spark of intelligence you have to notice when it occurs. Had we not been monitoring this company’s tweets, we would have missed this early warning signal on the clinical trial restart and in this instance there were no lingering leaflets pinned onto bulletin boards or mass mailings designed to recruit patients.

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Topics: Competitive Intelligence, War Games, Early Warning Monitoring, Pharma

Can you dominate in 2014?

Posted by Leonard Fuld on Jan 2, 2014 10:00:00 AM

Now that is a loaded question! Dominate? No corporate counsel in his or her right mind would use that word in any correspondence concerning the company. Dominate is a word that can trigger anti-trust inquiries. Is that really how you want your company to begin 2014 with an anti-trust investigation by the American Department of Justice? I don't think so.

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Topics: Competitive Intelligence, Consumer Goods, Product Roadmap, Win/Loss/Bid Support, Financial Services

Black Friday and Crossing the Risk Threshold

Posted by Leonard Fuld on Nov 27, 2013 4:00:00 PM

Even as a little kid, I remember my father anxiously looking toward Black Friday (the day after America’s Thanksgiving holiday) and onto the end of the holiday season as the time his store made a large chunk of its profits for the year. Looking at my father, I saw someone who worried about this make-it-or-break-it time each November and December. A similar kind of threshold exists for those pursuing competitive knowledge but instead of a profit line it’s a risk line, the point after which you feel you have enough information to feel comfortable with your particular strategic or tactical decision. Maybe if he had Excel back then and could easily do a year-to-year comparison that exercise might have eased the worry a bit. But he was the co-owner of a small jewelry store and had all he could do to keep his customers happy and the store operating effectively.

Unlike Black Friday, though, this risk-comfort line is very much relative and not fixed to a particular calendar date.  For some corporate executives this line is very movable but maybe at the very far end of someone else’s comfort zone. In other words, some individuals can work with very little information to arrive at a conclusion, a decision with far less information than their counterparts.

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Topics: Consumer Goods, Brand Insights, Scenario Analysis

Ignoring a Rival's Product Launch and Baseball's Song We Fail to Hear

Posted by Leonard Fuld on Oct 24, 2013 3:50:00 PM

Alas, American baseball's season will soon come to an end. The song most recognized as this sport's national anthem is "Take Me Out to the Ball Game," sung in most stadiums midway through the seventh inning. Almost everyone knows this song's chorus but almost no one realizes that it has a back story, found in the opening stanzas of lyricist Jack Norworth's 1927 version. Those stanzas have mysteriously vanished from today's version - stanzas that tell you what motivated the heartfelt words we all know:

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Topics: Competitive Intelligence, New Market Entry, Pharma, Life Cycle Management

Take Your Show on the Road

Posted by Leonard Fuld on Oct 22, 2013 3:15:00 PM

Source: Harvard Business Review

Once in a blue moon, a brainstorming session produces an idea that is so blindingly good that people wonder not only “why aren’t we doing that already?” but even: “why isn’t everyone?” As someone who helps businesses conduct “war games” to inform their strategy-making, I suppose I see these moments more than most people; the whole point of these exercises is to devise new marketplace forays and anticipate competitive responses. But still, they are very rare.

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Topics: Early Warning Monitoring, Innovation, Life Cycle Management

What Do Mount St. Helens and Industry Disruptions Have in Common?

Posted by Leonard Fuld on Oct 8, 2013 12:00:00 PM

Source: Bloomberg Businessweek


Photograph by Gary Braasch/Corbis

I recently watched a couple of YouTube time-lapse videos about the eruption of the Mount St. Helens volcano. From space or from ground level, you see a verdant landscape that suddenly fills with ash. When the smoke clears, whoosh, you see devastation. The time-lapse film renders this change in a mere couple of minutes, but in reality this change occurred over 24 years, from the initial 1980 eruption to the renewed activity in 2004. On the surface, environmental conditions eroded over a few days or weeks—a geologic blink of an eye. Under the surface, shifts in dirt and magma had been going on for two decades; we simply did not see it take place.

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Topics: Consumer Goods, Early Warning Monitoring, Innovation, Market Analysis, Industry Convergence

Is the BRIC dream going to vanish for Western pharmaceutical market?

Posted by Leonard Fuld on Jul 26, 2013 10:00:00 AM

Many Western industries have based much of their future strategies on succeeding in Brazil, Russia, India and China (BRIC). All the pieces seem to make sense: large population, rising middle class, and either a consumer hunger for better products or a government that supports improving the lives and the welfare of those living there.

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Topics: Pharma, Scenario Analysis, Life Cycle Management, Life Sciences

Four Suggestions as You Face Your Industry's Steamroller

Posted by Leonard Fuld on Jul 17, 2013 9:42:00 AM

Source: Harvard Business Review

Remember the scene in the first Austin Powers film where Powers, attempting to escape in a steamroller, warns one of Dr. Evil's henchmen to move out of its path? Despite its comically slow speed — and a huge distance between them, the guard stays rooted to the spot, yelling Stop! ... until it's too late. (The scene dissolves to his Donna Reed-like wife getting the news and noting tragically: "People never think how things affect the family of a henchman.")

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Topics: Early Warning Monitoring, Pharma, Healthcare

Will higher ed look more like Netflix in a few years?

Posted by Leonard Fuld on Jun 13, 2013 1:34:00 PM

The half-trillion dollar higher-ed market is about to experience massive upheaval, dragging along with it an entire supply chain - textbook publishers, real estate, credit and banking, food service, and technology...and the survivors may surprise you!

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Topics: Innovation, Market Analysis, Scenario Analysis, Industry Convergence

Embrace the Business Model That Threatens You | HBR

Posted by Leonard Fuld on May 22, 2013 3:48:00 PM

Source: Harvard Business Review

If your company is already well established and has smart management, it is likely that it will become a hybrid in the next ten years, blending its legacy business with a new business model that is rising to threaten it. Take Walmart, for example. After suffering several years of Amazon's online hegemony, Walmart responded with a hybrid approach. Merchandise ordered online can now be drop-shipped for same-day pickup at local stores. This and other creative solutions have driven over $9 billion of online sales to Walmart. (It's no surprise that Amazon — which has no physical stores — has mirrored the move from the other direction, installing lockers in neighborhood stores to allow for direct pickup.)

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Topics: Product Roadmap, Value Chain Analysis, Brand Insights, Early Warning Monitoring, Innovation, Scenario Analysis, Industry Convergence

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