Richard Day Research, Inc.

RDR's win/loss research provides a thorough understanding of why your clients choose you vs. your competitors. This research identifies the factors that drive the purchase decision and your company's competitive advantages and disadvantages.

RDR's approach is highly customized to each industry and competitive set. We work closely during the design stage to ensure that the research incorporates your objectives and accurately reflects your service/product, sales process, customer attributes, and decision drivers.

RDR conducts qualitative, in-depth phone interviews using our executive interviewers. Well probed, open-ended feedback provides the detail and insights behind the decision, and quantitative measures allow us to compare your sales efforts across customer segments, size of account, key competitors, sales teams, etc. This type of data collection yields high response rates, typically 70% or higher.

This in-depth assessment of the decision process will include:

• Who was involved in the decision
• What were the priorities that drove the decision
• The strengths/weaknesses of the competition
• An evaluation of the sales process and performance
• The reasons for the decision
• What your company did well during the process/what your company could have done better

These critical insights provide your company with actionable results that can be used when making business, training and pricing decisions, and can help you to adjust depending on the competition.