Win/Loss

General | Strategy | Win/Loss

It’s easy to conduct Win/Loss and get little benefit. It’s also easy to perform Win/Loss (W/L) in a truly effective way and derive great benefits that lead to improved value propositions, increased win rates, and ultimately…

July 1, 2020 Read more

Ten Steps to Maximize Your Win/Loss Results

Win/Loss

Win/Loss programs come in a wide variety of structures and offers, and we’ve seen most of them. What we’ve found is that there are certain steps any company can take to maximize their return on investment in Win/Loss.…

June 7, 2020 Read more

Renewal Intelligence

Research | Strategy | Win/Loss

Sales reps are often surprised when a key account that they thought was satisfied does not renew. There may have been an assumption that because the account had not raised any issues, renewal was a certainty. This “no news is good…

May 28, 2020 Read more

The Untapped Value of Customer Feedback

Competitive Intelligence | Win/Loss

In an age where technology shrinks distances, understanding your customers has never been more important. Truly understanding your customers goes beyond who, to knowing why they buy. What drives their decisions, what are their met…

April 30, 2020 Read more

Win/Loss – The Packaging Matters as Much as the Data

Win/Loss

Companies across all industries can improve their products and solutions by leveraging insights from Win/Loss programs. The most effective strategic Win/Loss programs incorporate data from all business functions across an…

January 31, 2019 Read more

Competitive Intelligence: Tactical or Strategic?

Competitive Intelligence | Win/Loss

Those familiar with competitive intelligence often debate whether there is a difference between strategic or tactical CI. The discussion got me thinking about how CI by itself is not wholly strategic, nor tactical. In fact, it is a…

January 8, 2019 Read more

Top Ten Benefits of Win/Loss Analysis

Win/Loss

Win/Loss Analysis is a powerful tool that can shed unique insights on the reasons why a company has sales success, or why it struggles to meet its goals. After looking back on 20+ years of Win/Loss experience, we have identified the…

October 30, 2017 Read more

Competitive Strategy Report

Competitive Intelligence | Win/Loss

Strategic frameworks for Win/Loss Analysis; report from SCIP 2014; medical technology competitive environment post-ACA; expansion of exchange-based healthcare Read Fletcher/CSI's Competitive Strategy Report for June 2014

June 12, 2014 Read more

CEO Erik Glitman Guest Columnist on Four Key Elements of a Win/Loss Program

Win/Loss

Fletcher/CSI CEO Erik Glitman has written a guest column in Business People Vermont on expanding Win/Loss programs to go beyond the sales force and include broader issues, and ultimately lead to more success and a better market…

May 14, 2014 Read more

Taking Your Win/Loss Program beyond Sales

Win/Loss

There are many reasons why a company should engage in a Win/Loss program. For this series, I will focus on cover the basics of Win/Loss and setting up a program in the B2B space. I’ll also go in to some depth on how to leverage…

April 15, 2014 Read more

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