Lonsbury Competitive Advantage Analysis
How Competitive Advantage Analysis Works
This page explains how the engagement proceeds, where your team participates and when additional customer research may be considered.
At a glance
Typical engagement: approximately four to six weeks from kickoff to presentation, depending on the research included. Executive sponsor involvement is generally three to five hours across the engagement; coordination of files and access is separate.
From first conversation to final presentation
Initial conversation and written proposal
We discuss the customers you want to win, the competitive alternatives, the relevant decision and the evidence already available. The subsequent proposal confirms scope, any primary research, responsibilities, schedule, fixed fee and the applicable guarantee. Nothing begins before you approve.
Kickoff and evidence collection
Leadership confirms the buying situations, operating capabilities and people involved. A coordinator assembles existing reviews, sales and win-loss records, pricing information, offers, customer material and relevant operating evidence.
Evidence review and research decision
Lonsbury reviews the existing material and independent competitive evidence. If essential questions require customer or lost-prospect interviews, we discuss the research approach, access, timing and any scope or fee implications before contacting anyone. Interviews occur only with agreement and appropriate permission.
Analysis and position development
Lonsbury evaluates customer preferences, competitive alternatives, price-pressure explanations and proof the business can actually demonstrate. We prepare the recommended strategic position and the positioning brief; your team handles only targeted clarification questions.
Management presentation and handoff
Leadership receives the written analysis and positioning brief and reviews the proposed position, supporting evidence, required operational changes, confidence and implementation priorities. Any included clarification follow-up will be stated in the engagement agreement.
What we need from your team
The executive sponsor typically devotes three to five hours to kickoff, necessary discussion and the presentation. A coordinator separately gathers files and arranges access. Other leaders participate as required by scope. Voluntary customer or lost-prospect interviews, if included, generally take 20–35 minutes per participant. Exact meeting lengths and other staff hours are confirmed before kickoff.
Practical questions
Will you contact our customers?
Only with permission and within the agreed research scope. Customer interviews are not assumed in every engagement.
What if existing evidence is insufficient?
We identify the decision-critical gap and discuss a narrower conclusion, additional agreed research or a change in scope before proceeding.
Does Lonsbury implement the new position?
The engagement provides strategic recommendations and a usable positioning brief. Brand design, campaign production and ongoing implementation are separate activities.