Companies (large and small) are struggling to make more with less. Business development budgets are tight. Competition is getting tougher. Sequestration lingers. Large businesses have deeper pockets. That means more discretionary funding, and more budgetary flexibility than small businesses. Small…
The business environment is too complex for a single win rate metric to represent performance in a meaningful way In Part 1 of this series we questioned the value of the skyrocketing win rate as a meaningful marketing metric. Part…
Win rates can be based on a number of different variables and are often calculated in self-serving ways. Win rates are an established best practice to measure business success. The escalating grade inflation of win rates, however (in many cases…