"A Competitive Intelligence Tool"
Win-Loss research is critical to the process of assessing the competitive arena. Independent primary research by Porter can elicit candid feedback about a prospective client's dealings with your firm, as well as others. And by understanding the reasons for the win or loss of a prospective account, you can take appropriate steps to model positive elements and/or address negative perceptions. A Win-Loss program will:
Win-Loss research is critical to the process of assessing the competitive arena. Independent primary research by Porter can elicit candid feedback about a prospective client's dealings with your firm, as well as others. And by understanding the reasons for the win or loss of a prospective account, you can take appropriate steps to model positive elements and/or address negative perceptions. A Win-Loss program will:
- Improve the sales win-ratio in competitive deals
- Identify and validate key reasons for won and lost opportunities
- Enhance product development initiatives
- Validate product roadmaps
- Reduce time and expense of sales resources by focusing on the key factors that drive the buying decision and final vendor selection
- Gain knowledge of your competitors in multiple areas including pricing, reputation, client references, sales strategy/techniques and future plans/initiatives
- Determine how to move a "no decision" account to a "win"
