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Win-Loss Analysis
 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.
Contact us about our Win Loss Analysis Services
or click here to contact us about any of our CI services!
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Books - Competitors (Fahey)
Recommended Book
Competitors: Outwitting, Outmanoeuvring, and Outperforming
Liam Fahey
Buy UK £ or US$
Read our review of this book
Competitors shows you how to determine what you need to know about competitors, analyse competitor strategy, predict likely next moves and link this into your own operations, avoiding many errors associated with traditional approaches.
Liam Fahey is one of the leading new thinkers on Competitive Strategy and this book introduces Fahey's concept of "competitor learning", giving guidelines for identifying and analysing key competitor data to help gain strategic insights. An important book - that should sit on any CI analyst's bookshelf.
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