Winning a security project today is a bit like playing a game of chess. With every potential job, you face a wide variety of opponents (competitors) who have an even wider variety of moves (security offerings/competitive advantages), all aimed at putting your king into checkmate; in effect, freezing you out of the job.
You’re all playing on the same chess board — the security market did not expand in 2012 — so it matters now more than ever that you use every advantage available to you for controlling the game. Are your pawns, rooks, knights and bishops (employees) properly trained and credentialed to compete for the business? Have you fully explored every possible move in terms of the services you should be offering to your market? Do you know your competitors and the plays they are likely to make?