Operating Cadence: Loss Review

An Amazon approach to running a Loss Review

Today we’re going to build a simple Loss Review. Normally this would be a Win / Loss Review but I’m a huge proponent of studying why we loss and what we can do about it.

For this Review we’re going to do things “Amazon” style.

What does that mean exactly?

1. Revenue Operations will draft a “One Pager”. This is a one page written document outlining just the facts. No opinion, no insight. Just the data.

2. Send out the document as a pre-read 24 hours before

3. Readers provide comments within Google Doc

4. First 10 to 20 minutes read

   1. Readers provide further comments within Google Doc

5. Open discussion based on document comments

6. Document all discussion

7. Assign Action Items

8. Follow up

So let’s break down a recent Loss Review document