Effectively measuring a programs Return on Investment has long been the biggest challenge in CI, and there is no consensus on how to do it. How do you do it? Any new ideas or techniques out there?
I've used this model and found it very successful. Also, I've tried to connect battlecard usage in SFDC as a methodology to measure success. It's one data point, but it's something to measure!
Consensus opinion among practitioners seems to be Win/Loss Analysis will improve your win-rate 15-20%. Don't think there are any academic studies on it.
Here is one take on the problem: https://www.proactiveworldwide.com/images/media/articles/Kalinowski%20Final_ROCI_A_Framework_for_Determining_Value_of_CI.pdf
Check out this free KPI report for ideas: https://info.ackertinc.com/free-report-key-performance-indicators-for-law-firms
In the same vein, has anyone encountered industry research along the lines of goals for increasing win % with successful CI teams?
Consensus opinion among practitioners seems to be Win/Loss Analysis will improve your win-rate 15-20%. Don't think there are any academic studies on it.