AlanProduct ManagementWin/Loss Analysis

Who is doing Win/Loss?

I am writing a series on Win/Loss Analysis, and would be interested to get your input. Please send me a note if you:

  • believe you have some best practices to share about Win/Loss analysis. I am looking for real-life stories of how Win/Loss changed your business, turned an account around, helped your team focus, or helped your career.
  • have a horror story about Win/Loss. Sales getting misinformation? A customer going postal? Using a single data point to summarize a market?

I can keep your identity private if you wish, and I’ll make it easy for you to contribute.

Thanks – I hope to hear from you.


  1. Ellen Naylor

    Hi Alan,

    Here is the link to an article I wrote on win loss analysis for Competitive Intelligence Magazine http://www.thecisource.com/pdfs/WinLossCoopAngleJan08.pdf and today’s blog on win loss analysis http://cooperativeintelligenceblog.com/2009/02/04/win-loss-analysis-is-more-than-competitive-intelligence/.

    One of my most interesting win loss stories was at an electric utility company where electricity had become deregulated recently. The company was losing 1 case after the other due to price said sales. Management was skeptical since this is what sales says all the time. But it was true I found out as I interviewed these lost customers. The company’s price was out of the ballpark. So I investigated their pricing policies and found out they were trying to make a profit in both their wholesale and retail business, which was no longer possible in a competitive marketplace.

    Good luck with you win loss compendium. HTH, Ellen

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