Williston, VT (PRWEB) June 25, 2012
Win/Loss Analysis can identify deeper issues with your product or service than sales performance, according to a new white paper from Fletcher/CSI.
Fletcher/CSI’s white paper, “How to Win Customers and Increase Profitability: Using Win/Loss Analysis to Align Your Value Proposition,” explains how companies can use the win/loss tool for much broader and more strategic purposes than simple “deals won or lost” analysis. It describes win/loss as a highly accurate and cost-effective diagnostic tool for developing value propositions: where win/loss asks what factors make a customer decide to buy either from one supplier or its competitor, a value proposition articulates what those factors are. When a company is not meeting sales and revenue goals, a successful win/loss program will diagnose the problem and lead to a properly re-aligned value proposition.
“Many companies use Win/Loss as a way to identify the ‘How did we win or lose’ rather than answer the ‘Why did we win or lose’ question. This paper focuses on getting to the root causes of a deal's outcome and adjusting the value proposition to better reflect the market and customer conditions. Companies that follow tighter value proposition alignment have better success in the market. Fletcher/CSI’s white paper highlights tools that help companies to better align value with the market,” said Erik Glitman, CEO, Fletcher/CSI.
For a copy of the white paper, go to http://www.fletchercsi.com/index.php/services/win-loss-analysis/.
Fletcher/CSI helps clients gain competitive advantage with its unique services in primary data collection and analysis. Since 1988 Fletcher/CSI has completed over 2,500 projects for leading companies in all major industries, including work in competitive intelligence research, win/loss analysis, trade show intelligence, competitive intelligence consulting, strategy consulting, and market research. More information about Fletcher/CSI and its services is available at http://www.fletchercsi.com.