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.