Are you losing your most valuable asset – your customers? This is one of eight
important questions that The Lost-Trade System answers.
Lost trades mean
lost business – and you cannot examine and manage what you cannot see or
measure. Taking this point further, Jesper Thorlund contends that a business
doesn’t really know its market if it doesn’t know its lost trades.
Thorlund takes readers of business and IT literature on a journey to
experience untouched ground in the world of business intelligence.
A Lost-Trade
System is gradually built up, starting by identifying business problems
and important questions of value models and strategy, to the development of
an analytical framework and business requirements. Analytical tools, metrics,
KPI’s, front-end applications, dynamic BI reports and data marts are gradually
created, to be used methodically by business users in order to pinpoint areas
for improvement and to create value through improved BI processes.
This innovative book brings insights into Business Intelligence, where the
purpose of BI is to optimize decision-making and operational processes via
fact-based information and knowledge.
BI initiatives are precisely where
business crosses technology, and The Lost-Trade System is more than a
technical solution that allows a sales organization to capture the data
regarding its lost business. It is a set of analytical tools and a framework that
creates information out of this data, and a methodology that allows business
users to create knowledge out of this information, allowing them to take
appropriate and informed action to create value via improved business
processes. The success of the system is in its ability to capture data in an
efficient way, streamline data from different sources and identify and visualize
trends in lost trades that would otherwise remain invisible.
The Lost-Trade System is the first look into a hitherto uncharted business
territory. It is also the first map of this territory. Casting light on the ‘dark side
of the moon’ is an apt metaphor for this new knowledge as an innovative way
of looking at trade and assessing your market boundaries, and one that will
help to improve decision-making in everyday business life.
