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.