The win/loss analysis is an important instrument for continuous control and optimization of marketing success. It is based on expert interviews, lead by our analysts, with the customers you have won or lost. The output of these interviews is a wealth of objective insights into the strengths and weaknesses of your products and your project and sales teams as perceived by the customers, as well as those of your major competitors. Both the reasons of sales effots which did not succeed and the key success factors will be revealed, providing you a significant advantage over competitors.

Project Contents

The win/loss analysis reveals the circumstances and motivations which cause a client to decide for or against your offer. These reasons often are not obvious from the communications process. Besides clients' demands and product qualities, subjective elements, such as the sales team's appearance or the perceived credibility of the company, constitute an important factor. From the win/loss analysis you receive valuable advice on which aspects of organization in connection with your sales and marketing strategies to focus on and which areas are capable of improvement, or rather which strengths you should put a main focus on when facing competition.

See the sample report (in German) for an example of the results.

 

Your Benefit

• You gain a fundamental understanding of your customers' selection and decision-making processes.
• Your strengths and weaknesses as perceived at the market will be revealed, as well as those of your competitors.
• The determining factors of the decision-making processes will be identified, so you may make active use of them in future offers.
• You gain an insight into your competitors' sales tactics.
• New impulses will be created for product development as well as for the orientation of marketing and sales strategies.
• By directly focussing on your own strengths and on the weaknesses to be improved, a foundation is laid for increasing your turnover.

This permanent monitoring offers you a reliable foundation of information, on which you can make promising strategic decisions in line with real market conditions and certainly increase your sales performance.

For more information, please feel free to contact us.