Articles

Another article for SCIP CI Magazine just dropped (May 2023). Thrilled to have put together this latest piece, “Winning with Win/Loss” featuring interviews with several SCIP members on all things Win/Loss. It is exclusive for SCIP members, but more info is here https://www.scip.org/page/CI-Magazine-2023 !

Suzanne co-authored an article with friend and networking coach, Itzik Amiel, for Competitive Intelligence Magazine. This is the flagship publication of SCIP (Strategic and Competitive Intelligence Professional) covering all things business intelligence. They worked together on an article entitled “Paying Attention to Win/Loss Analysis.” Itzik teaches the art of giving authentic attention to other people in your professional interactions, which has a lot of synergy and practical application to improving Win/Loss interviews. Here is the result! (published Fall 2018).

My book

Still in publication - Suzanne is the author of Super Searches Make it On Their Own, published by Information Today. 

Client Comments

"Suzanne was extremely knowledgeable in Win/Loss analysis. She was very pleasant to work with." -Client, Healthcare sector

“Suzanne shows a high degree of emotional intelligence in her work.” -Client, Legal sector

“Our team is gaining a lot of learnings from the work you are doing in Win/Loss.” -Client, Technology sector

“Suzanne is a gifted interviewer and it shows in the results she gets.” -Client, Software sector

Recent projects 

Most of Suzanne’s work today focuses on B2B technology in healthcare and various enterprise solutions. Here are a couple oldies:

win/loss ANALYSis of reference apps for healthcare practitioners 

A major medical society was looking to understand the market for decision-support tools that practitioners use during patient visits. Suzanne spoke to a dozen internal medicine physicians about how they use medical reference apps in their practice, and which product features they valued most. In addition to learning why one vendor was selected over another, the purchase decision-making model for both private practices and large healthcare systems was identified. The result? A new player looking to enter this market knew who to target with its pitch, and which product features to highlight (many years ago now!)

Decision process for Floor coverings purchases

A major flooring manufacturing company was looking to better understand the purchase decision-making process in a specific segment of the education sector, and why one vendor was selected over another. Also, which aspects of its products mattered most to customers? Suzanne spoke to a dozen purchasing decision-makers across the US and Canada and got down to the details of everything from floor adhesives to what time of year was best to be contacted by sales reps. The result? A more effective sales approach that was targeted around the timing of budget cycles.

"You can't manage what you don't measure."  - Peter Drucker