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IT Services: Costs, Metrics, Benchmarking, and Marketing by Robert E. Matthews, Thomas R. DiPasquale, Anthony F. Tardugno

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10.3. Identifying Target Companies

Benchmarking against one or two conveniently or attractively located peers may be the easiest path to secure volunteer assistance and the quickest way to obtain data. However, easy and quick don't often lead to quality. Objectively and deliberately analyzing the potential targets for benchmarking will produce results that will generate the best ROI or most gain for the pain.

10.3.1. Identify Peers

In most instances companies are aware of who their peers are, often painfully so in the case of competitors. The key is to identify those peers that most closely reflect the same image the company profile projects in terms of vulnerabilities, concerns, and cultural issues. Of course, the company must offer the majority ...

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