Another idea for PMs who lack permission to do win/loss analysis
Customers will normally schedule time to speak with you, but it’s not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want to speak with 10 accounts, I need to target 20.
When I first meet the product (marketing) managers in a client engagement, they are often confused about why the CEO, VP Sales, or VP Marketing has hired my firm. The PMs present me with their own Win/Loss Analysis report, and…
Last weeks poll about Win/Loss Analysis has pointed out some grim facts about us as product managers. To summarize: