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I have observed that many organisations operate with limited knowledge of the costs, structures and competitive initiatives planned by their competitors or of comparable agencies in other jurisdictions.

Rarely does management know which system solutions have been acquired, deals concluded with suppliers such as software licence pricing, or whether their online competitors are operating profitably or not.

In the private sector lack of understanding of the competitive landscape breeds management paranoia and in the public sector fear of being disbanded if the services are not critical to government or costs are high. When fear is pervasive management is internally focussed and preoccupied with survival. To counter the fear management seek quantitative and qualitative data.

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