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!
Andrew Sadauskas is a former journalist at SmartCompany and a former editor of TechCompany.
