The Lost Trade System: How to Create  Lost Business into Future

Are you losing your most valuable asset – your customers? This is just 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, the author contends that a business doesn’t really know it’s market if it doesn’t know its lost trades.

This innovative book brings you truly new insights into Business Intelligence, which provides information to improve decision-making. 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 Lost-Trade System, and its associated website, 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. 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. This system has proven valuable in some of the biggest and most successful financial sales organizations, and right in the center where all earnings are made: between the sales manager and the customer. The case scenario presented in The Lost-Trade System exemplifies how lost trades can be understood, managed and converted into future won business.

 

About the Author:

Jesper Thorlund is an economist and systems developer, and has been working with business intelligence and data warehouse solutions for more than 12 years as a consultant in major financial and governmental organizations. He writes and lectures on the strategic use of business intelligence and founded ‘Lost-Trade Systems – A BI Research Company,’ which specializes in bringing new insights and value to businesses by working methodically with lost trades. He co-authored the book Business Intelligence (2008).