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Implementing a Win Loss Intelligence Program
Implementing a Win Loss
Intelligence Program
Primary Research CX/CI Experts
www.market-awareness.com
Monthly Intelligence Webinar Series:
Implementing a Win Loss Intelligence Program
VoiceoftheBusinessAcademy.com
•  On-demand courses and roadmaps
•  Accreditation and certification
•  “How” in addition to “why”
•  Templates to implement in your
organization
•  Created by professionals who have
implemented in the real-world
•  Organizations can select courses to create
their own training programs
Implementing a Win Loss Intelligence Program
Monthly CX/CI Webinar Series:
Implementing a Win/Loss Intelligence Program
Implementing a Win/Loss Intelligence Program
You’ll Learn:
•  Implementing a baseline where the data is strategic, unbiased, measurable,
actionable and repeatable
•  Focused on allowing you to implement the program
•  Provide a unified view of buyer intelligence (perceived strengths and
weaknesses)
•  No longer have to “assume” where your organizational should be focusing
on strategically
•  Manage your own Customer Experience (CX)
Implementing a Win Loss Intelligence Program
What We’ll Be Covering in the Webinar
•  What comprises a win/loss program
•  Sample size selection
•  Program credibility issues
•  Proper measuring scale
•  Human-to-human intelligence
•  Quantitative and qualitative intelligence
•  Methodology phases
•  Methodology tasks
Implementing a Win Loss Intelligence Program
One Quick Definition
When we use the word “sample” – we’re referring to your existing customers
or lost prospects
Implementing a Win Loss Intelligence Program
What is a Win/Loss Intelligence Program
1.  Reveals intelligence on your perceived strengths and weaknesses
2.  Reveals buying habits, challenges and adoption rates of your offerings,
competitor advantages
Why do it…?
By-product of doing a win/loss program...?
1.  Increasing your existing customer retention rates
2.  Improving your win-rate
Implementing a Win Loss Intelligence Program
Benefits of a Win/Loss Intelligence Program
•  Understanding why your buyers buy
•  Organizational perceived strengths and weaknesses
•  Salespeople strengths and weaknesses
•  Product strengths and weakness
•  Delivery strengths and weaknesses
•  Brand and marketing strengths and weaknesses
•  Qualitative and quantitative feedback
•  Ability to perform predictive analytics
•  Strategic direction for executives
•  Tactical direction for managers
•  Competitor comparisons
•  Continuous tracking of organizational changes
•  Ability to constantly prioritize gaps
•  Ability to stop guessing which areas to focus on
•  Etc etc etc...!
Implementing a Win Loss Intelligence Program
Aligning Your Organization
Implementing a Win Loss Intelligence Program
Aligning Your Organization
Implementing a Win Loss Intelligence Program
All Methodology Phases & Tasks
Implementing a Win Loss Intelligence Program
Just Methodology Phases
Implementing a Win Loss Intelligence Program
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Task 00.1: Win/Loss Project Agreed To
•  Assigned and manage
•  Understand all phases and tasks
•  Communicates with primary stakeholders
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Task 00.2: Identify Primary Internal Roles
•  Who receives information and intelligence
•  Link those people to specific KPI’s
•  Dissemination of data and intelligence
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Task 00.3: Prepare Internal Kickoff Presentation
•  Kickoff meeting scheduled
•  What is planned to be accomplished
•  Setting expectations
•  Next steps are communicated
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Task 00.4 & 00.5: Sample Spreadsheet
•  Criteria defined for selecting samples
•  Selection process agreed to
•  Select double the amount of samples
•  Existing customers and lost prospects
•  Multiple contacts per sample (more the better)
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Task 00.6: Kickoff Presentation
•  Bring everyone together
•  Communicate how samples were selected
•  Schedule
•  How people will be updated on project milestones
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Task 00.7: Draft Salesrep Introduction Email
•  For the primary salesrep for each selected sample
in your spreadsheet
•  Draft email text to schedule quick discussion
regarding their sample – word carefully –
communicate that it is for the overall organization
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Task 00.8: Schedule Salesrep Sample Review
•  Email to schedule quick discussion regarding
sample with each salesrep in your spreadsheet
•  Have a discussion regarding each specific sample
they were primarily responsible for
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Yield Sign: One
•  All samples and sample contacts identified
•  Agree on samples and internal contacts – no
going back – will be scheduling in next phase
•  All prior tasks completed and agreed upon
Methodology Phase: Kickoff
Implementing a Win Loss Intelligence Program
Black Circle: A
•  Next phase can’t start until roles and discussion
with primary stakeholders done
•  Everything locked in and agreed upon
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Task 10.1: Finalize Samples and Sample Contacts
•  Include any information to sample spreadsheet
based on the detailed conversations with
salesreps
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Task 10.2: Define Measurement Scale
•  Measuring scale defined (recommend 0 to 10)
•  Two scores (score your firm and value score)
•  0 = poor, 10 = excellent
•  0 = not valuable, 10 = very valuable
•  Expectation gap score formula
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Task 10.3: Key Performance Indices (KPI’s)
•  Measurable KPI’s are generated to capture
qualitative and quantitative data
•  Template with this course to provide some
examples
•  Create follow-up questions based on if samples
provide a low or high score
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Task 10.5: Create Custom Questions
•  Custom questions from the salesrep detailed
discussions with salesreps – would be unique for
each specific sample
•  Contained in a document and ready for when
sample contacts are scheduled
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Task 10.6: Email Salesrep Internal Score Document
•  Primary salesrep provides scores for each of the
KPI questions that each sample will be asked
•  Understand salesrep’s expectations
•  Will use their score later for comparison with a
sample
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Task 10.7: Executive Email Sent to Sample Contacts
•  Executive sends email to each sample contact
individually
•  Coveys needing input and that it is a strategic
initiative on behalf of your organization
•  Person contacting samples would be cc’d on the
email since the executive email references them
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Task 10.8: Contact Emails/Calls Defined
•  Email & Phone contact templates created – used
for each sample contact
•  A plan created for different emails and phone
messages based on having to contact each
sample many times until they respond
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Yield Sign:
•  All KPI’s defined
•  Consistent measuring scale
•  Call scripts created
•  Executive email sent out
Methodology Phase: Discovery
Implementing a Win Loss Intelligence Program
Black Circle: B
•  All discovery phase tasks done
•  One chance to make a first impression with sample
contacts – make sure you plan for it
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.1: Emails/Calls to Schedule Meetings
•  Using email and phone templates
•  Give samples time to get the executive email
•  Forward executive email you were copied on
to the sample – with your email template text
in your email (then they’ll see the executive
email again – and recall that you are doing
this)
•  There will be sample contacts that decline
•  Downplay the amount of time needed
•  Each call can take between 15 and 50
minutes
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.2: Set up Gotomeeting
•  Allows common call-in number
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.3: Email Sample “Reminder” Email
•  Send sample contact a reminder 5 minutes
prior to scheduled gotomeeting call
•  Make it as easy as possible – and not
exchange a bunch of emails
•  Each email they’re less likely to respond
•  Never miss one of your scheduled calls
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.4: Call with Sample Contact
•  Thank them for taking the time
•  Inform them you are recording to capture all
input from them – or take notes manually
•  Calls will get easier the more you do
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.5: Capture all Information
•  Be efficient
•  Realize trends from other calls – do more
questioning
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.6: “Thank You” Email Sent
•  Respect their time and input
•  Close the loop
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.7: Turn Information Into Intelligence
•  Another course: “Turning Information into
Intelligence”
•  Based on the measurable scores you obtained
for the KPI’s
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.7: Turn Information Into Intelligence
•  Another course: “Turning Information into
Intelligence”
•  Based on the measurable scores you obtained
for the KPI’s
•  Example
•  Expectation Gap Score calculation
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.8: Predictive Analytics Determined
•  Combine several KPI’s
•  Example
•  Ability to predict future outcomes (in-jeopardy
customers, lost prospects that should be re-
engaged, etc.)
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.9: Impact Analysis Report
•  Create impact analysis reports for each
organizational area
Methodology Phase: Analyze
Implementing a Win Loss Intelligence Program
Task 20.10: Updated Tracking Spreadsheet
•  Critical to constantly update your contact
tracking spreadsheet after almost every call
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Documentation Phase
•  Document
•  Analyze
•  Themes emerge
•  Generating a deliverable
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.1: Populate Deliverable
•  Qualitative and quantitative
•  Scores and quotes
•  Populate your deliverable template
•  Can be lengthy depending on number of
sample contacts you had a discussion with
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.2: Themes and Trends Identified
•  Themes will be the things that the numbers
don’t draw out as being obvious
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.3: Spellcheck Deliverable
•  Spellcheck by someone other than who
created it
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.4: Plus Minus Gap
•  Create a consolidated grid of KPI scores
obtained
•  Average each sample’s contacts –
provides an overall score
•  Identifies top perceived strengths and
weaknesses
•  This will provide one of the most important
aspects of your project
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.5: Identify Valuable Samples
•  Sort plus/minus grid based on the sample
value scores
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.6: Theme Recommendations
•  Important to list out your recommendations
to the themes that were uncovered
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.7: Sample Specific Intelligence
•  There will be unique things that happened
with each sample – keep track of those –
capture it
Methodology Phase: Documentation
Implementing a Win Loss Intelligence Program
Task 30.8: Averaged Intelligence
•  Average all sample scores
•  Look for trends of scores
Methodology Phase: Presentation
Implementing a Win Loss Intelligence Program
Methodology Phase: Presentation
Implementing a Win Loss Intelligence Program
Task 40.1: Prepare Executive Presentation
•  Prepare executive presentation
•  Identify process, steps, and how you
obtained the information – and converted
into intelligence
•  Be prepared for tough questions
•  Summarize – get to the point
•  Executives are “strategic” – don’t drop
down too much (but be willing to explain if
they ask)
Methodology Phase: Presentation
Implementing a Win Loss Intelligence Program
Task 40.2: Schedule Primary Internal Scores
•  Primary owners are communicated with
regarding the information and intelligence
for their areas
Methodology Phase: Presentation
Implementing a Win Loss Intelligence Program
Task 40.3: Review Observations & Next Steps
•  They will want to know what you think the
next steps should be based on the
observations
•  Capture additional questions to be baked
into future question sets for each sample
•  KPI’s are captures once – else cannot
compare those KPI’s with original scores
Methodology Phase: Presentation
Implementing a Win Loss Intelligence Program
Task 40.4: Close Loop with Samples
•  Absolutely critical – close the loop with
each sample (they want to know that they
helped and that you value their input)
Methodology Phase: Presentation
Implementing a Win Loss Intelligence Program
Intelligence Repository
•  All documentation maintained in a
repository
All Methodology Phases and Tasks
Implementing a Win Loss Intelligence Program
High Level Timeline and Overlap of Phases
Implementing a Win Loss Intelligence Program
Where Does Your Organization Fit
Implementing a Win Loss Intelligence Program
Webinar Conclusion
Implementing a Win Loss Intelligence Program
Implementing a Win Loss Intelligence Program
Upcoming Webinars (register @ www.market-awareness.com)
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Implementing a Win/Loss Intelligence Program

  • 1. Implementing a Win Loss Intelligence Program Implementing a Win Loss Intelligence Program Primary Research CX/CI Experts www.market-awareness.com Monthly Intelligence Webinar Series:
  • 2. Implementing a Win Loss Intelligence Program VoiceoftheBusinessAcademy.com •  On-demand courses and roadmaps •  Accreditation and certification •  “How” in addition to “why” •  Templates to implement in your organization •  Created by professionals who have implemented in the real-world •  Organizations can select courses to create their own training programs
  • 3. Implementing a Win Loss Intelligence Program Monthly CX/CI Webinar Series: Implementing a Win/Loss Intelligence Program
  • 4. Implementing a Win/Loss Intelligence Program You’ll Learn: •  Implementing a baseline where the data is strategic, unbiased, measurable, actionable and repeatable •  Focused on allowing you to implement the program •  Provide a unified view of buyer intelligence (perceived strengths and weaknesses) •  No longer have to “assume” where your organizational should be focusing on strategically •  Manage your own Customer Experience (CX) Implementing a Win Loss Intelligence Program
  • 5. What We’ll Be Covering in the Webinar •  What comprises a win/loss program •  Sample size selection •  Program credibility issues •  Proper measuring scale •  Human-to-human intelligence •  Quantitative and qualitative intelligence •  Methodology phases •  Methodology tasks Implementing a Win Loss Intelligence Program
  • 6. One Quick Definition When we use the word “sample” – we’re referring to your existing customers or lost prospects Implementing a Win Loss Intelligence Program
  • 7. What is a Win/Loss Intelligence Program 1.  Reveals intelligence on your perceived strengths and weaknesses 2.  Reveals buying habits, challenges and adoption rates of your offerings, competitor advantages Why do it…? By-product of doing a win/loss program...? 1.  Increasing your existing customer retention rates 2.  Improving your win-rate Implementing a Win Loss Intelligence Program
  • 8. Benefits of a Win/Loss Intelligence Program •  Understanding why your buyers buy •  Organizational perceived strengths and weaknesses •  Salespeople strengths and weaknesses •  Product strengths and weakness •  Delivery strengths and weaknesses •  Brand and marketing strengths and weaknesses •  Qualitative and quantitative feedback •  Ability to perform predictive analytics •  Strategic direction for executives •  Tactical direction for managers •  Competitor comparisons •  Continuous tracking of organizational changes •  Ability to constantly prioritize gaps •  Ability to stop guessing which areas to focus on •  Etc etc etc...! Implementing a Win Loss Intelligence Program
  • 9. Aligning Your Organization Implementing a Win Loss Intelligence Program
  • 10. Aligning Your Organization Implementing a Win Loss Intelligence Program
  • 11. All Methodology Phases & Tasks Implementing a Win Loss Intelligence Program
  • 12. Just Methodology Phases Implementing a Win Loss Intelligence Program
  • 13. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program
  • 14. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Task 00.1: Win/Loss Project Agreed To •  Assigned and manage •  Understand all phases and tasks •  Communicates with primary stakeholders
  • 15. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Task 00.2: Identify Primary Internal Roles •  Who receives information and intelligence •  Link those people to specific KPI’s •  Dissemination of data and intelligence
  • 16. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Task 00.3: Prepare Internal Kickoff Presentation •  Kickoff meeting scheduled •  What is planned to be accomplished •  Setting expectations •  Next steps are communicated
  • 17. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Task 00.4 & 00.5: Sample Spreadsheet •  Criteria defined for selecting samples •  Selection process agreed to •  Select double the amount of samples •  Existing customers and lost prospects •  Multiple contacts per sample (more the better)
  • 18. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Task 00.6: Kickoff Presentation •  Bring everyone together •  Communicate how samples were selected •  Schedule •  How people will be updated on project milestones
  • 19. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Task 00.7: Draft Salesrep Introduction Email •  For the primary salesrep for each selected sample in your spreadsheet •  Draft email text to schedule quick discussion regarding their sample – word carefully – communicate that it is for the overall organization
  • 20. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Task 00.8: Schedule Salesrep Sample Review •  Email to schedule quick discussion regarding sample with each salesrep in your spreadsheet •  Have a discussion regarding each specific sample they were primarily responsible for
  • 21. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Yield Sign: One •  All samples and sample contacts identified •  Agree on samples and internal contacts – no going back – will be scheduling in next phase •  All prior tasks completed and agreed upon
  • 22. Methodology Phase: Kickoff Implementing a Win Loss Intelligence Program Black Circle: A •  Next phase can’t start until roles and discussion with primary stakeholders done •  Everything locked in and agreed upon
  • 23. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program
  • 24. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Task 10.1: Finalize Samples and Sample Contacts •  Include any information to sample spreadsheet based on the detailed conversations with salesreps
  • 25. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Task 10.2: Define Measurement Scale •  Measuring scale defined (recommend 0 to 10) •  Two scores (score your firm and value score) •  0 = poor, 10 = excellent •  0 = not valuable, 10 = very valuable •  Expectation gap score formula
  • 26. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Task 10.3: Key Performance Indices (KPI’s) •  Measurable KPI’s are generated to capture qualitative and quantitative data •  Template with this course to provide some examples •  Create follow-up questions based on if samples provide a low or high score
  • 27. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Task 10.5: Create Custom Questions •  Custom questions from the salesrep detailed discussions with salesreps – would be unique for each specific sample •  Contained in a document and ready for when sample contacts are scheduled
  • 28. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Task 10.6: Email Salesrep Internal Score Document •  Primary salesrep provides scores for each of the KPI questions that each sample will be asked •  Understand salesrep’s expectations •  Will use their score later for comparison with a sample
  • 29. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Task 10.7: Executive Email Sent to Sample Contacts •  Executive sends email to each sample contact individually •  Coveys needing input and that it is a strategic initiative on behalf of your organization •  Person contacting samples would be cc’d on the email since the executive email references them
  • 30. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Task 10.8: Contact Emails/Calls Defined •  Email & Phone contact templates created – used for each sample contact •  A plan created for different emails and phone messages based on having to contact each sample many times until they respond
  • 31. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Yield Sign: •  All KPI’s defined •  Consistent measuring scale •  Call scripts created •  Executive email sent out
  • 32. Methodology Phase: Discovery Implementing a Win Loss Intelligence Program Black Circle: B •  All discovery phase tasks done •  One chance to make a first impression with sample contacts – make sure you plan for it
  • 33. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.1: Emails/Calls to Schedule Meetings •  Using email and phone templates •  Give samples time to get the executive email •  Forward executive email you were copied on to the sample – with your email template text in your email (then they’ll see the executive email again – and recall that you are doing this) •  There will be sample contacts that decline •  Downplay the amount of time needed •  Each call can take between 15 and 50 minutes
  • 34. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.2: Set up Gotomeeting •  Allows common call-in number
  • 35. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.3: Email Sample “Reminder” Email •  Send sample contact a reminder 5 minutes prior to scheduled gotomeeting call •  Make it as easy as possible – and not exchange a bunch of emails •  Each email they’re less likely to respond •  Never miss one of your scheduled calls
  • 36. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.4: Call with Sample Contact •  Thank them for taking the time •  Inform them you are recording to capture all input from them – or take notes manually •  Calls will get easier the more you do
  • 37. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.5: Capture all Information •  Be efficient •  Realize trends from other calls – do more questioning
  • 38. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.6: “Thank You” Email Sent •  Respect their time and input •  Close the loop
  • 39. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.7: Turn Information Into Intelligence •  Another course: “Turning Information into Intelligence” •  Based on the measurable scores you obtained for the KPI’s
  • 40. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.7: Turn Information Into Intelligence •  Another course: “Turning Information into Intelligence” •  Based on the measurable scores you obtained for the KPI’s •  Example •  Expectation Gap Score calculation
  • 41. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.8: Predictive Analytics Determined •  Combine several KPI’s •  Example •  Ability to predict future outcomes (in-jeopardy customers, lost prospects that should be re- engaged, etc.)
  • 42. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.9: Impact Analysis Report •  Create impact analysis reports for each organizational area
  • 43. Methodology Phase: Analyze Implementing a Win Loss Intelligence Program Task 20.10: Updated Tracking Spreadsheet •  Critical to constantly update your contact tracking spreadsheet after almost every call
  • 44. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Documentation Phase •  Document •  Analyze •  Themes emerge •  Generating a deliverable
  • 45. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.1: Populate Deliverable •  Qualitative and quantitative •  Scores and quotes •  Populate your deliverable template •  Can be lengthy depending on number of sample contacts you had a discussion with
  • 46. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.2: Themes and Trends Identified •  Themes will be the things that the numbers don’t draw out as being obvious
  • 47. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.3: Spellcheck Deliverable •  Spellcheck by someone other than who created it
  • 48. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.4: Plus Minus Gap •  Create a consolidated grid of KPI scores obtained •  Average each sample’s contacts – provides an overall score •  Identifies top perceived strengths and weaknesses •  This will provide one of the most important aspects of your project
  • 49. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.5: Identify Valuable Samples •  Sort plus/minus grid based on the sample value scores
  • 50. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.6: Theme Recommendations •  Important to list out your recommendations to the themes that were uncovered
  • 51. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.7: Sample Specific Intelligence •  There will be unique things that happened with each sample – keep track of those – capture it
  • 52. Methodology Phase: Documentation Implementing a Win Loss Intelligence Program Task 30.8: Averaged Intelligence •  Average all sample scores •  Look for trends of scores
  • 53. Methodology Phase: Presentation Implementing a Win Loss Intelligence Program
  • 54. Methodology Phase: Presentation Implementing a Win Loss Intelligence Program Task 40.1: Prepare Executive Presentation •  Prepare executive presentation •  Identify process, steps, and how you obtained the information – and converted into intelligence •  Be prepared for tough questions •  Summarize – get to the point •  Executives are “strategic” – don’t drop down too much (but be willing to explain if they ask)
  • 55. Methodology Phase: Presentation Implementing a Win Loss Intelligence Program Task 40.2: Schedule Primary Internal Scores •  Primary owners are communicated with regarding the information and intelligence for their areas
  • 56. Methodology Phase: Presentation Implementing a Win Loss Intelligence Program Task 40.3: Review Observations & Next Steps •  They will want to know what you think the next steps should be based on the observations •  Capture additional questions to be baked into future question sets for each sample •  KPI’s are captures once – else cannot compare those KPI’s with original scores
  • 57. Methodology Phase: Presentation Implementing a Win Loss Intelligence Program Task 40.4: Close Loop with Samples •  Absolutely critical – close the loop with each sample (they want to know that they helped and that you value their input)
  • 58. Methodology Phase: Presentation Implementing a Win Loss Intelligence Program Intelligence Repository •  All documentation maintained in a repository
  • 59. All Methodology Phases and Tasks Implementing a Win Loss Intelligence Program
  • 60. High Level Timeline and Overlap of Phases Implementing a Win Loss Intelligence Program
  • 61. Where Does Your Organization Fit Implementing a Win Loss Intelligence Program
  • 62. Webinar Conclusion Implementing a Win Loss Intelligence Program
  • 63. Implementing a Win Loss Intelligence Program Upcoming Webinars (register @ www.market-awareness.com) Choose which future webinars you want us to feature: