If you want to find out how to win and retain more business, check out her book, Win/Loss Analysis: How to Capture and Keep the Business You Want available both in print and e-book editions.
Ellen initiated Bell Atlantic’s (Verizon’s) competitive intelligence program for enterprise marketing in 1985. Her passion for Win Loss analysis stems from her sales experience. There she learned that customers and those who chose the competition were a real-time source of competitive, product and market insight.
Ellen formed The Business Intelligence Source, a competitive intelligence consultancy, in 1993. Our research has consistently helped companies beat the competition and make smarter strategic decisions. Clients range from small businesses to Fortune 500 firms. She has delivered hundreds of competitive intelligence presentations, workshops and webinars at conferences and universities globally; and is widely quoted in numerous publications. The most popular are on Elicitation and Win/Loss Analysis.
Ellen believes Sales is another great source of competitive intelligence since their insight comes from dealing with customers and non-customers. She relates well with sales people from her experience in corporate sales and retail sales management. Ellen, who is full of the blarney stone, is an expert researcher since she loves to hear people’s stories. She is an expert in engaging people over the telephone, video chatting and in-person.
Ellen Naylor has contributed most notably to the Strategic and Competitive Intelligence Professionals (SCIP), as a board member, author and frequent speaker. She has contributed to three SCIP books: Starting a Competitive Intelligence Function, Conference and Trade Show Intelligence, and Competitive Technical Intelligence. SCIP recognized Ellen with the Fellow and Catalyst awards in appreciation of her leadership and contributions to competitive intelligence.
Ellen is an active volunteer in the Association of Independent Information Professionals (AIIP), Business Marketing Association (BMA) and Special Libraries Association (SLA).
Earning her BA in international studies from the University of Notre Dame, in the second class of graduating women, and her MBA at the Darden Graduate School of Business, Ellen understands business. She is fluent in French and is a lifelong learner, having earned a Health Coach degree at the Institute for Integrative Nutrition. Being born and raised in Yokohama, Japan, Ellen Naylor weaves in international experience and culture with her consulting clients.