Win-Loss Analysis
Comprehensive, ongoing and systematic review of bids
Analysis of WINs and LOSSes with objective insights
related to purchase decisions processes, etc.
Qualitative
and quantitative interviews with decision-makers
Bespoke
portal (24x7) with individual reports for each deal
Case studies
Health Care Carrier Insurance Sales
Challenge
A healthcare carrier experienced lower than expected success in sales of healthcare insurance to large enterprises. The client needed to understand buyer decision factors and how the client and competitors performed against those factors.
Outcome
Analysis of the deals identified areas where the client’s performance was below customer expectations and below competitor performance. Client was able to adjust its messaging for a better fit to the decision factors and increase sales.
Solution
Fletcher/CSI used win/loss analysis to research 75 deals and the question set was customized to cover unique decision factors present in the healthcare insurance space.
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