Win/Loss Insights to Drive Strategy

A presentation by Erik Glitman, CEO of Fletcher/CSI

Changes in buyer decision factors weighting is often a leading indicator of a strategic

shift in how customers view a product or service.

In this webinar, the link between Win/Loss data and strategy will be explored and
tools that help apply findings from Win/Loss to strategy covered.

Topics that will be covered include:

 How to use Win/Loss to identify emergence of new products.

 New strategic moves by competitors, and new market opportunities.
 Examples of successful Win/Loss programs that integrate into strategy, and the
components of those programs will be presented.

About Erik Glitman, Chief Executive Officer of Fletcher/CSI LLC

Mr. Erik Glitman started Fletcher/CSI in 1988 and currently serves as the
company’s Chief Executive Officer. He has been active in the
competitive strategy consulting field for over 27 years. Mr. Glitman has
extensive experience working with clients to help them gain competitive
advantage and insights in the marketplace through the integration of
qualitative and quantitative primary research focused CI.

As a pioneer in the fields of Win/Loss, Primary Intelligence, Trade Show

Intelligence, and Effective CI, Erik has lead and completed annual
surveys on best practices in Win/Loss, Effective CI and leveraging Trade
Shows for CI. With a regular blog on CI, he provides the market with
insights into the ethical practice of CI.

He authored a regular column on global CI for the Strategic and

Competitive Intelligence Professionals (SCIP) magazine until 2008 when
he was elected to the SCIP Board of Directors. He was an adjunct
instructor at Champlain College (Burlington VT) between 2001 and 2009
where he instructed a course on global competitive intelligence.

Please click here to download the recording.