In his most recent Harvard Business Review article, charman and founder Leonard Fuld joins Ben Gilad, president and co-founder of the Fuld-Gilad-Herring Academy of Competitive Intelligence (ACI), to assess the impact of CI on major company decisions.
Based on a survey of 236 CI managers and analysts across 21 industries, Fuld and Gilad found that 55% of respondents said "their input on major management decisions made enough difference to improve the decision," leaving 45% whose analysis was ineffective at influencing executive decision making.
When CI analysts were effective, four variables played a significant role:
- The analyst was given "sign-off" authority over major decisions
- Management was open to dissenting opinions
- The analyst's report provided proactive, rather than reactive, recommendations
- The analyst provided CI for a product launch
Read the full article for more: Only Half of Companies Actually Use the Competitive Intelligence They Collect
or download an excerpt from Leonard Fuld's book, The Secret Language of Competitive Intelligence: