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Overview

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.

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Analysis Framework

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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?

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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?

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Data Collection Methods

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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

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Team Retrospectives

  • Internal team analysis of capture process
  • Identification of strengths and weaknesses
  • Process improvement recommendations
  • Lessons learned documentation

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Competitive Intelligence

  • Analysis of winning competitor strategies
  • Comparison of approaches and positioning
  • Market research and industry insights
  • Customer preference patterns

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Improvement Actions

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Strategy Refinement

  • Update competitive positioning approaches
  • Refine win theme development processes
  • Enhance pricing and cost analysis methods
  • Improve customer engagement strategies

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Process Enhancement

  • Strengthen weak areas in capture methodology
  • Improve team coordination and communication
  • Enhance gate review effectiveness
  • Optimize resource allocation decisions

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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!