051917-0598-011

1, What Doesthe Playing Field LookLike? a. who are ou「COmPetito「s in this business・ la「ge and sma町newa=dold?

b. Who haswhat share g-oba時and in each ma「ket?Whe「e do we軸n?

c・ Wh?t are the characte「istics ofth-S business? ls it a commodftyitgh value, O「 SOmeWhe「e in

between? ls it long cyc-e or short? Whe「e is it on the growth curve? What a「e the d「一Ve「S Of

斜め能摘塩y?

d. What are the st「engths and weaknesses of each competitor? How good a「e the-r P「Oducts?How

much does each one spend on R&D? How big is each sa-es fo「ce? How performance-d「iven IS

each cultu「e?

e, Who are this businessIs main custome「S' and howdo theybuy?

2, What has Competition Been UpTo? a. what has each competito「 done in the past year tO Change the playingfieid?

b_ Has a晒ne面Oduced g盆me-Chang鴫印加ds.醐tech画giesJ融st船舶n chameis?

c. A「e there any neW ent「antS, and what have they bee…P tO冊e pastyear?

3. WhatHaveWeBeen UpTo? a. what have we done in the pastyea「tO Change the playingfield?

b. Have we bought a comPany) int「odu∞d a new p「Oduct' StO~en a comPetItOr's key saiespe「SOn' O「

=censed a new teChnoIogy f「om a sta血P?

c. Have we iost any COmPetitive advantageS that we onCe had (SuCh as a g「eat Salesperson, a SPeCIal

が℃d璃鍋場面et甜y年e出納。唾y, e勘つ

4, What Could be Coming A「ound the Corner that Cou-d UpsetEve「ything?

a. what sca「eS me mOSt ln the yea「 ahead-What a「e one O両O things a comPetitOr COuId do to nail

b. What new prOducts o「teChno-ogies cou-d ou「 comPet-tOrS launch that might change the gameつ

c. what M&Adealswould knock us off ourfeet?

5, What・sOurWinning Move?

鼠w固壌We dのめ軽t軸脚鴫納れ闘舐a呼軸貯γ尋峨中嶋如ba蛇細浦 b. Whatcan We do to make customerS Stickto us mO「ethan eve「 befo「e and be mo「e loyaI to us than

to anyone else?