Wednesday 30 August 2023

*UKHotViewsExtra* Top 5 tips for effective win/loss reviews

Of all the many types of research that I have been involved with over the years, I believe that the greatest direct business value of all of these is to be derived from an effective win/loss review process.

Some SITS vendors spend many (£) millions pursuing a single large bid and so the stakes are high, as is the value of any lessons learned. Thus insights that help a vendor to improve their win rate and/or client satisfaction can potentially deliver a significant RoI. Regardless of any direct monetary value associated with this type of analysis, anything learned can be extremely useful to the business from the perspective of process improvement, and that’s why I believe it is so important to routinely conduct win/loss reviews.

During my time with CSC (now DXC) I was responsible for managing the win/loss review process for the financial services business in EMEA, and then subsequently globally. As well as designing and managing the process, I also conducted many of the reviews myself. My experience of conducting win/loss review research demonstrated to me that, almost without exception, clients and prospects were very willing to participate in the process. Often they were impressed that the company was investing the time and effort to try to improve. In fact, so much so that, on occasions clients/prospects were demonstrably grateful for the opportunity to provide their feedback.

HVPSo, what did I learn and why do I believe win/loss reviews are so valuable?

TechMarketView clients, including HotViewsPremium subscribers can read my “Top 5 Tips” for effective Win/Loss reviews. This UKHotViewsExtra discusses how to design a successful win/loss review programme and provides insights into some of the key "do's" and "don'ts".

If you do not currently have access to this material but would like to learn more, please contact Deb Seth.

Posted by Jon C Davies at '07:00'

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