Skip to main contentOverview
Win-loss analysis provides critical insights into what drives successful captures and helps identify areas for process improvement. Systematic analysis of wins and losses enables data-driven strategy refinement and competitive advantage development.
Analysis Framework
Win Analysis
Success Factors:
- What competitive advantages led to success?
- Which win themes resonated most with the customer?
- How did customer relationships impact the outcome?
- What pricing strategies were most effective?
Process Effectiveness:
- Which capture activities had the greatest impact?
- How well did the team execute the capture plan?
- What gate review insights proved most valuable?
- Where did resource investments pay off?
Loss Analysis
Failure Factors:
- Why did the customer select the competitor?
- Which competitive weaknesses were exploited?
- Where did our value proposition fall short?
- What pricing or cost issues contributed to loss?
Process Shortcomings:
- What capture activities were insufficient?
- Where did team execution fall short?
- Which assumptions proved incorrect?
- How could resource allocation have been better?
Data Collection Methods
Customer Debriefings
- Formal debriefing sessions with government customers
- Feedback on technical approach and proposal quality
- Insights into evaluation criteria and decision factors
- Recommendations for future improvements
Team Retrospectives
- Internal team analysis of capture process
- Identification of strengths and weaknesses
- Process improvement recommendations
- Lessons learned documentation
Competitive Intelligence
- Analysis of winning competitor strategies
- Comparison of approaches and positioning
- Market research and industry insights
- Customer preference patterns
Improvement Actions
Strategy Refinement
- Update competitive positioning approaches
- Refine win theme development processes
- Enhance pricing and cost analysis methods
- Improve customer engagement strategies
Process Enhancement
- Strengthen weak areas in capture methodology
- Improve team coordination and communication
- Enhance gate review effectiveness
- Optimize resource allocation decisions
Knowledge Management
- Document lessons learned for future reference
- Share insights across capture teams
- Update training and development programs
- Build institutional knowledge and expertise
The comprehensive Rogue Capture documentation is now complete and ready for use! 
