Win&Loss Analysis

Our client’s WinLoss Programme Qualitative Survey

Opportunity with: Global Retail Company

Prepared for: Our client

CONFIDENTIAL

Table of Contents

1. 2. 3. 4. 5. 6. 7.

Project Data ........................................................................................................ 2 Management Summary ....................................................................................... 3 Background and Business Case ......................................................................... 6 Buying Centre ..................................................................................................... 8 Process and Timelines ........................................................................................ 9 Selection Criteria............................................................................................... 11 Summary and Risk Assessment ....................................................................... 14

Sample Report - Win

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Project Data

Company name Country Company number Project / Transaction no. Activity ID Industry Classification Customer status Solution evaluated Volume

Global Retailing Company Nordic Country No. from client database Project No. from client database Code from from client database According to cleint Prospect One of our client’s solution USD 250k plus opportunity

Deal Result Main competitors Type of interview Respondent Interview date

Win Competitor 1, Competitor 2, Competitor 3 Qualitative phone interview (, 45 mins length) xxx, Global e-HR Manager June 2011

Sample Report - Win

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Management Summary

The client is one of the very large Global Retailing Company with an annual turnover in the two digit billion range. (In a real situation, we would provide more details) In the last years the Global Retailing Company realised that its existing IT landscape was fragmented. Different HR and payroll systems were