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SCIP Dallas Presents: Win/Loss Analysis: Lessons Learned from the Trenches
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10/4/2018
When: Thursday, October 4, 2018
6pm-8pm Central
Where: Lone Star Analysis
4505 Excel Parkway
Suite 300
Addison, Texas  75001
United States
Presenter: Ellen Naylor
Contact: Laurie Young


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Join SCIP Dallas for this in-person event:

Win/Loss Analysis: Lessons Learned from the Trenches

with Ellen Naylor

Thursday, October 4, 2018

6:00pm-8:00pm

at

Lone Star Analysis

4505 Excel Parkway Suite 300

Addison, TX 75001

 

 Registration is complimentary!

 

Ellen will provide a brief overview of her award-winning book, Win/Loss Analysis: How to Capture and Keep the Business You Want. Win/Loss is one of the few analytic techniques that improves a company’s ROI, every time. She will define Win/Loss analysis and the benefits of conducting it. She will share her unique 12-step Win/Loss process used to develop a world-class Win/Loss program. She will sprinkle in some valuable lessons learned since publishing the book in 2016. Lastly, while Win/Loss is regarded as a tactical analytic technique, Ellen will share a case study where it was used to select the right acquisition candidate.

 

Ellen Naylor is one of America’s pioneers in competitive intelligence (CI) and Win/Loss analysis. Naylor initiated Verizon’s first CI program for enterprise marketing in 1985. She won the Catalyst and Fellows awards from SCIP, and served on its Board. She contributed to three SCIP books, most notably, Starting a Competitive Intelligence Function. Ellen’s company, The Business Intelligence Source is in its 25th year. The company’s research has consistently helped clients beat the competition and make smarter strategic decisions. Ellen earned a BA from the University of Notre Dame, and an MBA from the Darden Graduate School of Business. 

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