- Virtual Education
|Virtual Workshop Win/Loss Best Practices|
WIN/LOSS VIRTUAL WORKSHOP - JUNE 9-10
Implement a Best-in-Class Win/Loss Intelligence Program
Market Awareness ExxonMobil GE Healthcare HPE
Organizations with effective Win/Loss programs experience better customer retention, lead conversion, and win rates, because they can access the minds of their buyers. Effective Win/Loss programs allow companies to turn information into intelligence, and to make more focused strategic and tactical decisions backed by data and insights. This virtual workshop will provide you the templates and best practices to build a best-in-class Win/Loss intelligence program.
This is an interactive, roll-up-your sleeves working session, not a long webinar
Comprehensive Win/Loss programs can boost revenues as much as 30% (Gartner)
Templates You Can Use
Get hands-on experience with all the templates you need for a successful win/loss implementation
Don't Reinvent the Wheel
Learn best practices for building and running an outstanding program, as well as common pitfalls
Coaching & Support
1 hour group coaching session to problem-solve implementation challenges
Maximize Your Training Budget
No airfare, hotel, meals or time out of office gets you the most for your training dollar
Reserve Your Seat Today
Participants get full access to the Live Workshop + Quickstart Toolkit + Implementation Support Session + Pre and Post Workshop On-Demand Training
REGISTER BY MAY 30: $299 (members) / $499 (non-members)
AFTER MAY 30: $399 (members) / $599 (non-members)REGISTER NOW
To ensure a diverse group of participants, we cannot accept more than 3 registrants from the same company. By registering, you agree to adhere to our event policies. To receive a refund, cancellation requests must be submitted by May 30 at Noon Eastern, less a $50 processing fee.
What You'll Learn How to Do
This Virtual Workshop takes a blended learning approach, with approximately 4 hours of online, self-paced training, and 5 hours of live, interactive virtual training. Click below to learn more about the program.
Foundational Aspects for Win/Loss Programs
While market research often focuses on fulfilling specific information needs, an effective Win/Loss program requires a sustainable process to develop holistic analyses. This online course will step you through all the essential building blocks for implementing a Win/Loss program that will give your organization a competitive advantage. This is a precursor to our workshop.
Top Reasons Why Win/Loss Programs Fail – and How to Avoid Them
It is frustrating to see any Win/Loss intelligence program fail, but organizations using the wrong tools and techniques bring additional obstacles into intelligence projects and jeopardize the success of those programs. Intelligence programs often extend beyond just the team charged with establishing them and getting others access to that intelligence. In tracking mediocre results, and even failure, in the implementation of a Win/Loss intelligence program, many common trends, or “worst practices,” can be found. In order to help organizations learn from the mistakes of others, this online course provides insights into the worst practices for intelligence programs, so that you will have a solid understanding of how to avoid failure and achieve success with your win loss program initiatives – and is a precursor to our workshop.
Course completion document issued when passing the online test.
PRIMARY & SECONDARY RESEARCH FOR YOUR WIN/LOSS PROGRAM
We will show how best-in-class organizations integrate Primary and Secondary research to drive an effective Win/Loss program. We will cover:
TOOLS PROVIDED: CI Lifecycle Diagram; 80/20 Template
Building Measurable Key Indices for YOuR WIN/LOSS Program
In order to provide value, enable cross-functional communication, and be credible, KPI's are one of the most critical aspects of any Win/Loss program. We will cover:
Categorizing & Assigning Win/loss KPIs
In this section, we will provide practices and tools to create, categorize, and assign KPIs for tracking intelligence programs. We will cover:
Turning Information into Intelligence for your win/loss program
Information costs you money and intelligence makes you money. This section focuses on:
TOOLS PROVIDED: Expectation Gap Score Calculation Worksheet
FIVE PILLARS EVERY WIN LOSS PROGRAM NEEDS
We will address how to provide you or your organization with the insights and tools needed to obtain a best-in-class intelligence foundation and the ability to apply it to every internal intelligence project. We will cover:
TOOLS PROVIDED: KPI Tracking Tool, Sample Plus/Minus Gap Score Grid, KPI Worksheet
ROADMAP TO IMPLEMENT A WIN/LOSS INTELLIGENCE PROGRAM
The ability to provide a unified view of customer and lost prospect feedback from multiple channels helps organizations establish a consistent view of each account by each organizational stakeholder. We will cover:
TOOLS PROVIDED: Methodology & Process Overview, Sample Tracking Sheet, Organizational Setup Examples, Deliverable and Email Templates
ROI Calculations for Implementing a Win/Loss Program
Most organizations understand that they "should" have a win/loss intelligence program in place but struggle determining what to measure. We will show you not only how to approach this topic within your organization, but also the primary impacts a Win/Loss intelligence program should have on your entire organization. We will address:
TOOLS PROVIDED: Win/Loss Formula Calculation Worksheet
After the Live Workshops you will have access to two online training courses focused on a proven methodology used for implementing win loss intelligence programs. These courses will provide you with additional guidance for implementing your win loss program.
Implementing a Win/Loss Intelligence Program (2 Parts)
In a marketplace where buyers are limited, organizations struggle to gain share of wallet share from their existing accounts and lost prospects. All of the activities in this course are aimed at allowing you to implement a Win/Loss Intelligence Program internal to your organization and understand precisely what each customer and lost prospect wants. The ability to provide a unified view of customer and lost prospect feedback from multiple channels and behavioral intelligence helps organizations establish a consistent view of each account by each organizational stakeholder. Soon you no longer have to “assume” what your organization is doing right or wrong. Back it up with facts and intelligence in order to focus on the highest identified priorities that will ignite revenues and enhance the customer experience.
Implementation Support Q&A Session
What Our Participants Say
We use this training to provide us with the intelligence needed to drive dozens of programs internal to IQVIA. It's formed the backbone to many of our customer and product initiatives.
Global Insights Director
Hands-down, this has changed our company and growth for the better. The data and intelligence from our Win/Loss program drive our corporate strategies and tactical initiatives with our products and services.
This training has given us a competitive advantage in the marketplace.
Global Information Manager
Meet Our Experts
Manager, Information Center
Senior Manager, Research & Market Intelligence
Leader, Worldwide OEM Intelligence & Strategy
Frequently asked questions
Who is this virtual workshop for?
This event is for anyone looking to help their company increase revenues. Most attendees work in Sales, Marketing, Product Management, Market or Competitive Intelligence, Business & Strategic Analysis, Business Development, or Customer Experience.
Will I have to sit in front of my computer for 9 hours straight?
Nope. Most people don't learn effectively that way. To ensure that you're taking away ideas that you can put into action, the program will be broken into two modules of approximately two hours each, followed by a one-hour Implementation Support Q&A Session. The pre- and post- workshop courses are online and self-paced, and can be taken whenever you like.
Will I have access to a recording?
No - since this is an interactive workshop, where participants roll up their sleeves and collaborate, protecting the privacy of those conversations is important.
How will this virtual session be interactive, instead of a long webinar?
Attendance will be capped, and registrations accepted on a first-come, first-served basis. In addition, participants will receive a Quickstart Toolkit, and exclusive access to the Implementation Support Q&A Session a few weeks after the Workshop is done. That lets you put the ideas into action immediately after the Workshop, and then get additional support through the Q&A Session.
What can I show my manager to convince her of the value of registering?
We've prepared some quick bullet points about the value to you and your organization - check it out below.JUSTIFICATION LETTER