Win reason¶
We recorded why deals are lost. The opposite was missing - and the opposite is what you want to repeat.
Recording the win¶
When you change the status to Won, the proposal asks for the win reason, with its own list:
| Reason | When |
|---|---|
| Price | we won on being cheaper |
| Features | the solution did what the others did not |
| Relationship / trust | they already knew us, or somebody vouched for us |
| Delivery time | we could meet the date the customer needed |
| Referral | they came through another customer |
| Sole supplier | there was no real alternative |
| Response speed | we were the first to reply |
| Other | you must say which |
There is also a free detail field - "only solution with GDPR included".
Choosing Other forces an explanation
If you pick Other, the detail label changes to "What was the reason? *" and the app refuses to save while it is empty. A record that says only Other cannot be read, filtered or counted - it fills the form without saying anything. See the "Other" rule.
Where it comes back¶
- Analytics → Win analysis - the sibling card to Loss analysis, with the same percentage reading. Side by side, they answer the same question from both ends.
- Account timeline - the Proposal won entry now shows the reason next to the value.
- Pulso - "why do we win" returns the top reasons.
In charts and in the timeline you see the text you wrote, not the word Other: a hand-written reason stands on its own instead of going into a common bucket.
Why this is worth discussing with the class
Loss analysis teaches a team to avoid mistakes. Only win analysis teaches it to repeat what worked - and those are different things.
Note one more thing: both lists share Price and Features. If price tops both, price is not what is wrong - segmentation is: you are talking to two kinds of customer at once.
➡️ See the opposite in Loss reason · back to Proposals · see Analytics.