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What is Competitive Intelligence - a brief guide

Strategy, Training, Research Services for Competitive & Marketing Intelligence

AWARE: UK competitive intelligence consultants offering competitor analysis and research services, competitive intelligence training & workshops and CI and marketing strategy consultancy.

About Us > Services > Competitive Intelligence Services > Win-Loss Analysis

Win-Loss Analysis

Double Six on Dice You've just won a major contract - and everybody is happy.

However do you really know why your new customer chose you? Was it just the sales-person's skills in persuasion, or your product and service excellence?

Our Win-Loss Analysis service will help you find out why customers choose you, and more importantly, when you lose a customer what went wrong that led to the loss. Was it really that the competitor offered a lower price as your sales agent claimed - or was there another reason that nobody wants to own up to.

Knowing why customers choose you means that you can focus on these aspects and target this type of customer and so maximise your chances of gaining sales. Conversely, knowing why you lost a customer allows you to correct the problems so that it doesn't happen again.

Overall, our Win-Loss Analysis services are a Win-Win option for you. You'll know who to target for increased sales, and what to correct to reduce lost sales.

By using us, you'll get an honest and objective viewpoint - placing blame where needed, praise where deserved and much more importantly the knowledge needed to grow your customer base with profitable customers who value what you offer them.

Books - Smart Services

Recommended Book

Smart Services: Competitive Information Strategies, Solutions and Success Stories for Service Businesses
Deborah C Sawyer
Buy UK £ or US$

Read our review of this book

The front cover of "Smart Services" includes a quote from Andrew Garvin, the CEO of Find/SVP saying: "Finally a book that nails down what every service business needs to know about competition and competitive intelligence. 'Smart Services' offers competitive information strategies that firms can put to immediate use." I don't think that I could have given a better summary and description of this excellent book.

For a thorough review of this book check out FreePint's book review. (FreePint is an excellent portal site and discussion forum for the overall information industry, and is well recommended - and used by over 70,000 information professionals world-wide).

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For more recommendations visit our book selection.

Our services in competitive intelligence research, competitor analysis and CI training will help you integrate and use competitive and marketing intelligence in your business, strategic and marketing planning processes. Whether you need research, advice or training, our mission is to support our clients so that they achieve their growth objectives.

For the best UK & European competitive intelligence and competitor analysis services, contact us today.

AWARE Phone numbers: 0845 430 9125 (International: +44 20 8954 9121). Fax: 0845 430 9126 (International: +44 20 8954 2102)

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Last page / site update: Friday, 12 March 2010