You don't know what you don't know. There are Black Swan's all around in business and in life. Identifying them before others allows for a competitive advantage in the marketplace.

1. Win Loss Conversation
By
© 2015 Primary Intelligence Inc.
(801) 838-9600 x 5056
Vinay.Cardwell@primary-intel.com
Vinay Cardwell
Global Sales Consultant

2. What bird is this?

3. A Black Swan
Until 1697, all swans were white because they were all that was
documented
Dutch explorer, Willem de Vlamingh, discovered black swans in
Australia
What else is out there?

4. What is the Black Swan Theory*?
• An unexplained event or surprise
• Discovery has a major impact
• People realize in hindsight that they should have
expected the event to have taken place
*Author: Nassim Nicholas Taleb

5. Examples of Black Swan events

6. How do we identify Black Swans in Business?
• Interview buyers and debrief our client’s pursuit team to discuss
what is obvious in hindsight, the “Hindsight Predictors”
• Inform stakeholders of the “Hindsight Predictors”
• Increase win rates, customer retention and overall revenue