In May, I was honored to give a Win/Loss analysis webinar, as part of the competitive intelligence #IntelCollab series facilitated by Craig Fleisher, Chief Learning Officer at Aurora WDC.
You can view the slides and listen to the webinar entitled: Win/Loss Analysis Captures and Keeps New Business. You will get a sneak preview of my soon to be published book, Win/Loss Analysis: How to Capture and Keep the Business You Want. (Amazon pre-sale until July 11 launch)
Since people often disconnect for Q&A, I am including them in this blog.
What internal group supports Win/Loss programs in your experience? If it’s not competitive intelligence (CI), as not all companies have a CI person or team, it’s usually a manager or executive in business development or marketing.
What are some of the best practices to break through internal company resistance to Win/Loss analysis? First, only one part of Win/Loss…
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