Make win/loss analysis pay off

The mirror that shows you the road ahead

You’ve won the deal. Or you’ve missed an opportunity. Either way, you need to know what really happened and why. Rigorous win/loss analysis helps you learn from experience, fine-tune processes, products and pricing and perform better next time.

Internal win/loss exercises simply don’t work. They run up against too many vested interests. Ask Sales why a deal was lost and you’ll be told the product was wrong, or the price. Ask Sales why a deal was won and it will always be credited to great selling skills.

‘Third party involvement can make a big difference,’ says Gartner, in its white paper on win/loss analysis. In practice, it’s essential. But no questionnaire can elicit the detailed, nuanced answers you need. It takes informed two-way conversations to get to the truth.

Our team is made up of ex-Gartner analysts, trained to ask the right questions, follow up intelligently and see the world from the client’s perspective. Our uniquely interactive, conversational approach stems from that background – and it’s changing the face of win/loss investigations.

What we can do for you:

  • Create an information-gathering structure built on internal stakeholder interviews and detailed conversations with decision-makers on the buyer’s side
  • Work with you to identify and contact a balanced sample of clients, including both supporters and detractors, for 30 to 40 minute telephone interviews
  • Use our analyst skills to develop open-ended conversations exploring key issues such as products, relationships, references and competitor actions
  • Document results, mapping gaps between internal and external perspectives, in a report with a clear focus on the actions that are needed
  • Discuss findings with sponsors and stakeholders, showing how the lessons learnt can be applied to replicate your successes and avoid future losses

To find out more about our services and discuss how we can help you, contact us now.

Interactive win/loss analysis uncovers the facts and reveals what needs to be done to improve your win rate

“A formal and rigorous win/loss analysis program enables better segmentation, product strategy choices and sales enablement . . . Those that take a more comprehensive approach have seen a 15% to 30% increase in revenue and up to 50% improvement in win rates”

Todd Berkowitz, Gartner