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Win/Loss Analysis: How to Capture and Keep the Business You Want by Ellen Naylor (2016-07-11) Hardcover – 1792
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Most helpful customer reviews on Amazon.com
Amazon.com: 14 reviews
Richard A. Caldwell
This little book is jam packed with great advice on how to use Win Loss analysis to ...
22 August 2016 - Published on Amazon.com
I started in on reading Win Loss Analysis and found myself reaching for my highlighter and a pen to take notes. This little book is jam packed with great advice on how to use Win Loss analysis to improve your win percentage. Generally, most CI analysts agree that Win/Loss Analysis is a must in doing competitive analysis, but how to get there is another story. Ellen provides a clear and concise way to implement Win/Loss analysis and start gaining insights nearly immediately. I work the federal space mostly, but this book has no boundaries, you can use these approaches in any market segment, the principles are universal. Great book to have on hand. Now that I have the hard bound I will download the Kindle edition for quick reference. I highly recommend this as a core CI reference for anyone!
Essential book for the market or competitive intelligence analyst
16 October 2017 - Published on Amazon.com
As a market intelligence researcher, I am always on the look-out for practical tips and advice on how to improve my skills and professionalism. This book does all of that. It walks you through the process of how to really understand a market by using win/loss analysis, what process to undertake, how to manage any ‘curly’ issues, and the best ways to utilise the information gained. That is the beauty of this book - it is all about communication, reflection and analysis, for a hands-on practitioner. I also enjoyed the use of relevant quotes in the book, tips on how to elicit information from interviewees in an ethical and productive way, and the checklists. Excellent - highly recommended!
No brainer, results oriented, easy to read
9 December 2016 - Published on Amazon.com
This one is a no brainer - I found it results oriented, thoughtful, pragmatic, grounded, easy to read, geared for execution not just rumination, based on experience in the real world, and to my mind authoritative. You don’t need to rent a supercomputer or have a petabyte or two of data lying around or hire a fancy-pants and ridiculously expensive consultancy tell you something you already know. You can be any size from a sole proprietor to a Fortune 100 corp and use this resource to see something quite worthwhile to your bottom line that you didn’t see before. Did I say easy to read?
A personal approach to win loss
13 August 2018 - Published on Amazon.com
Ellen Naylor provides a detailed, step-by-step guide to building a win / loss program that focuses on the insights enabled by personal connections and interviews. This advice is based on years of experience executing win / loss in diverse industries as a practitioner and consultant.
Business Development Professionals: Read this. Implement it. Start winning more.
6 October 2016 - Published on Amazon.com
Ellen Naylor's book is a how-to guide for how to incorporate Win/Loss analysis into your standard business development process. She makes it easy with a step-by-step approach to implementation. She also addresses the key reasons why many so-called win/loss efforts don't work, and what to do about them. I would recommend this book to marketing, account management, sales and business development professionals who want to meaningfully and quickly improve their success rates.