No company likes to lose business. But when a customer chooses to go with a competitor, doesn’t everyone want to know why? At Zeldis, where we are always on the lookout for emerging trends in the marketplace, we’ve seen a recent increase in clients requesting proposals on Win-Loss Research. Both Qualitative and Quantitative research methods can play a role. Typically, this type of research is conducted to:
- Obtain insights to improve the RFP response process,
- Understand why opportunities are won or lost,
- Explore the decision drivers for selection, and
- Uncover potential strengths and shortcomings to leverage and improve the volume of business awarded.