Healthcare Win-Loss Research

NewGrowth's Win-Loss research provides you with valuable insight into the reasons your company is winning or losing deals. Through in-depth interviews and other methods, we identify account- and opportunity-specific causes of win-loss, as well as repeatable actions that will lead to winning a greater percentage of sales.

Win-loss management reports cover key findings, customer trends and recommendations for sales improvement. In addition, we offer account-level win-loss synopsis for each sales event.

• Solution features and pricing
• Sales performance vs. competitors
• Decision-making process - roles of decision makers and influencers
• Whether decision is driven by IT or Senior Management
• Physician and nursing staff criteria for vendor selection
• Providers' strategic objectives and goals of equipment purchase
• Existing vendor relationships affecting purchase decision, including incumbent vendors and alliance partners
• Solution requirements and role of customer's existing IT environment on decision
• Interoperability issues affecting decision