AIM Director Demonstrates How Competitive Intelligence Leads to Successful Sales, Marketing, and New Business Development Initiatives

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Matthew O'Connor, Director of Business Intelligence at AIM, recently presented how competitive intelligence provides valuable insight for growth-related initiavies, ultimately delivering a competitive information advantage for companies.

Matthew O’Connor, Director of Business Intelligence at Allis Information Management (AIM), recently presented “It’s Not All Bad News: Using Competitive Intelligence to Spot Opportunities” at SLA Michigan’s April professional development and learning session.

On why this topic is so important now, O’Connor said, “More and more companies are looking to proactively grow, but they have fewer resources to accomplish it. So competitive intelligence (CI), in our experience, has proven very valuable to sales, marketing, and new business development teams. Using competitive intelligence in the growth process leads to better and more informed decision-making.”

O’Connor used a simplified version of the new business development (NBD) process to illustrate how competitive intelligence provides firms with information that is more insightful and actionable than what their competitors are using.

O’Connor said, “Many companies use the same information to base decisions on, whether it’s market reports, consumer data, or government statistics. But what AIM does is help clients achieve a competitive information advantage by delivering unique insights that are timely, accurate, relevant, and different than their competitors. Which is a key to successful NBD – having stronger and more insightful information.”

O’Connor’s presentation included practical techniques and examples on using CI to:

1.    Assess the attractiveness and relevancy of industries
2.    Identify qualified company leads and individual prospects
3.    Create a unique approach to sell against competitors
4.    Proactively search for additional/adjacent growth opportunities
5.    Monitor and evaluate the performance of top customers

For more information on using competitive intelligence to spot growth opportunities, please contact Matthew O’Connor from AIM.

AIM provides customized strategic intelligence research and analysis on a global scale. We are a highly respected and leading intelligence firm with a broad range of experience in both business intelligence and media/issues research. For over 30 years, our ability to collect, synthesize, analyze, and communicate critical information has helped clients anticipate threats, capitalize on opportunities, and most importantly, make informed and accurate decisions. For more information, please visit

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