820-605 · Question #95
Which action should be taken when new company leadership is forcing a competitor's solution?
The correct answer is A. Recheck the value realized by the current solution. When new leadership favors a competitor, the most effective action is to re-evaluate and clearly articulate the tangible value the current solution is already delivering to the organization.
Question
Which action should be taken when new company leadership is forcing a competitor's solution?
Options
- ARecheck the value realized by the current solution.
- BDemonstrate how the current solution is a lower-cost solution than competitors.
- CHold an executive briefing to evaluate risks of the proposed solution.
- DTell the new leadership about the long-standing relationship between two companies.
How the community answered
(17 responses)- A59% (10)
- B24% (4)
- C6% (1)
- D12% (2)
Why each option
When new leadership favors a competitor, the most effective action is to re-evaluate and clearly articulate the tangible value the current solution is already delivering to the organization.
New leadership might not be aware of the existing solution's benefits or return on investment (ROI). Rechecking and presenting the value already realized by the current solution provides concrete evidence of its positive impact, making a strong case for retention and challenging the assumption that a competitor's solution is superior.
While cost is a factor, focusing solely on lower cost might not address the underlying perception of value or strategic fit that new leadership is seeking with a competitor's solution.
Holding an executive briefing to evaluate risks of the proposed solution can be a secondary step, but the first and most proactive action should be to clearly articulate the existing value the current solution provides.
Relying on a long-standing relationship without demonstrating current value is often insufficient to sway new leadership who are typically focused on business outcomes and performance.
Concept tested: Responding to competitive threats from new leadership
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