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please send some calculation method of loss time in garments industries.

I appreciate Mr. Watlington’s treatment of the subject of Win/Loss Research and analysis. As the leader in the Sales Intelligence space, we at Primary Intelligence have conducted dozens of thousands of post-sales interviews and offered training programs to improve win rates in over 40 industries. (Sorry about the promotion, but it helps set context)

There are a few best practices that have helped create the largest improvements in our clients’ sales and marketing models:

- Interview wins and losses with the same interview. It is difficult to determine strengths, weaknesses and best practices by looking at losses alone. You have to find out what is working and compare that against the ideas that are not working as well.
- Mr. Watlington’s advice to use a 3rd-party vendor may seem self-serving, but there are so many good reasons that prove his point. Using a 3rd-party vendor often improves objectivity, expertise and consistency. While an in-house effort may seem less expensive, a calculation of people’s time, reprioritization, expertise and such often carry much larger costs than a 3rd-party vendor
- Vendors (such as Primary Intelligence) may employ predictive analytics which provide unparalleled strategic insight. Most in-house efforts stop short of this level of expertise.

A list of additional benefits can be found on our blog: (http://primaryintelligence.blogspot.com/2007/05/getting-most-out-of-win-...)

In the end, it’s all about results. A quality win/loss program should increase your win rate percentage by 15-20 percent, as long as the data is put into action. Your win/loss program should also fuel many of your major competitive intelligence initiatives and should be considered an integral part of your Voice of the Customer initiatives. (http://primaryintelligence.blogspot.com/2007/04/voice-of-customer-should...)

Again, I commend Mr. Watlington for his concise thoughts on the value of a win/loss program.