IT and Telecoms
- Market experience
- Customer insight services
- Customer satisfaction research for the IT services sector
- ORC Omnipanel
- Out of Box Experience
- Win/loss bid analysis
- Thought leadership research
- Web Assessment Services
- Applications of IT in research
- Employee research
- Case studies
- View our forthcoming seminars
- Benchmarking
Win/Loss Bid Analysis
This specialist service provides companies with a time critical evaluation of sales and account team performance – establishing the true drivers behind deals won or lost.
Win/Loss analysis is a high level qualitative research service that provides accurate, truthful and unbiased analysis of the real reasons behind the win or loss of any sales campaign. Win/Loss analysis provides feedback in a positive manner designed to motivate and assist the sales force. It identifies areas of strength in both sales performance and product or service positioning.
Although it should not be seen as a ‘witch hunt’, Win/Loss analysis will also draw attention to critical areas requiring improvement – providing feedback on the impact of poor sales performance. Win/loss will also address wider strategic, branding and commercial issues that need to be brought to the attention of senior management.
Why win/loss?
In addition to establishing the true drivers behind deals won or lost (other than ‘we lost on price’), Win/Loss analysis provides the information that will help senior management make strategic decisions and highlight tactical issues that need to be addressed immediately to satisfy customer needs and to development a medium term sales pipeline.
Based on in-depth analysis from face-to-face interviews with key decision makers, Win/Loss work provides four distinct types of information:
- Specific feedback at the account level
- Cumulative strategic feedback
- Market intelligence
- Competitor analysis
Click here to contact the IT / Telecoms team >>
Alternatively, contact Marketing on 020 7675 1151 or e-mail website@orc.co.uk
