“I can’t believe it, another lost sale! That’s the third one this month! This never used to happen,” whined Bill, the sales manager at Rapid Products.
“Never?” replied Sam, the purchasing manager at Rapid Products.
“Well, almost never,” said Bill.
“Do you even know what your proposal success rate is?” injected Sam.
“Well, not really; we never really tracked it,” replied Bill.
“Now that ‘never’ I can believe,” said Sam.
“We never had to; we used to get almost ever proposal we provided, and now we seem to be losing more than we win,” explained Bill.
“Never and almost; it sounds like you don’t have a clue what you win or lose and why. It’s a wonder that we even stay in business. What’s your process for ...