Articles by Ellen Naylor:

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Interviewing - an essential part of effective win-loss analysis
Thursday, 10th May 2012

There is really no company or industry that will not benefit from win/loss analysis. Most researchers are good at collecting data. Many, however, are reluctant to pick up the phone and solicit information from people, and would rather perform information collection on-line. Win/loss interviewing is an essential skill for the advanced researcher.

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How to create a win/loss analysis programme to do better business
Thursday, 10th May 2012

Win/loss analysis is a wonderful way to collect sales and tactical competitive intelligence, since you are querying and listening to your customers and those who selected another provider. The communication is two-way and immediate. Analyse the results of numerous interviews and learn how you can win more business.

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Social Networks in Research: Friend or Foe?
Tuesday, 9th March 2010

For researchers, the wealth of information now available in social networks like LinkedIn and Twitter can be a time saver. But there are some people, and some information, that are truly only accessible via a Web 1.0 mode: cold-calling. Ellen Naylor shares tips on using social media information to warm up the cold call process.

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Social Networks in Research: Friend or Foe? [ABSTRACT]
Tuesday, 9th March 2010

For researchers, the wealth of information now available in social networks like LinkedIn and Twitter can be a time saver. But there are some people, and some information, that are truly only accessible via a Web 1.0 mode: cold-calling. Ellen Naylor shares tips on using social media information to warm up the cold call process.

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Cooperative Intelligence: Help Yourself by Helping Others
Tuesday, 23rd June 2009

Competitive intelligence may have a bit of a cloak and dagger reputation, conjuring up images of secretive sleuthing. But Ellen Naylor makes a strong argument that Cooperative Intelligence - that is, voluntarily sharing information with others in our increasingly connected digital world - may yield better results for customers and companies in the end.