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

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Case studies

Health Care Carrier Insurance Sales


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.


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.


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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