Find out why you lost the deal

This article first appeared on April 6th, 2012.

 

We lost a major deal the other day.

 

It was a long-standing client, with whom we thought we had a rock solid relationship. A big chunk of this month’s budget was suddenly gone.

 

When something like that happens, Old Taskmaster likes to watch how people react.

 

Most people act like a jilted lover. Some immediately get angry and try to block out all knowledge of the client.

 

Others hold out hope of a reconciliation. Some even swear revenge!

 

Old Taskmaster’s reaction has two stages.

 

First, I hit the phone to talk to the highest-ranked decision maker I can to find out if there is any way of changing their mind.

 

If their answer is “no”, I let the whole thing cool off for a few days.

 

Then I make a second call to ask them why they made the decision that they did.

 

This bit of follow up can be a bit painful, particularly if the reasons are poor service or delivery on your firm’s behalf.

 

But the knowledge is invaluable. I guarantee you’ll find at least two improvements you can make in your business that will help you win contracts in the future.

 

Hearing a “no” is never good, but you can at least try to turn it into a positive.

 

Get it done – today!

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