Here is the link to an article I wrote on win loss analysis for Competitive Intelligence Magazine http://www.thecisource.com/pdfs/WinLossCoopAngleJan08.pdf and today’s blog on win loss analysis http://cooperativeintelligenceblog.com/2009/02/04/win-loss-analysis-is-more-than-competitive-intelligence/.

One of my most interesting win loss stories was at an electric utility company where electricity had become deregulated recently. The company was losing 1 case after the other due to price said sales. Management was skeptical since this is what sales says all the time. But it was true I found out as I interviewed these lost customers. The company’s price was out of the ballpark. So I investigated their pricing policies and found out they were trying to make a profit in both their wholesale and retail business, which was no longer possible in a competitive marketplace.

Good luck with you win loss compendium. HTH, Ellen