Have we lost the contract?

Dear Aunty B,

I hope you had a nice holiday.

I was recently engaged in very long negotiations over a large contract. It appeared we had it in the bag and then nothing. We have not heard a peep, and someone has said that this is what this particular company does when it decides not to award a contract – it just doesn’t get back to you.

I am so angry at the treatment of this large arrogant company and its stuck up executives that I have told staff just to let it go and focus on other opportunities.

The problem is that I had hoped to do more business with them this year. I also want to know what happened – why we missed the contract at the last minute. Am I cutting off my nose to spite my face?

LR,
Perth

Dear LR,

Got that off your chest? Good. Because you are being emotional.

Remember, business is fun. Even dealing with large, unwieldy, disorganised and hopeless large companies – of which there are more than you think!

Anyway, here is what you must do: pick up the phone and call and call and call until you speak to the person you want. They will eventually take your call – believe me, I’m a journalist.

For a start they have probably spent the week team building on go karting or fainting into each other’s arms to see if colleagues will catch them.

So first, find out if you have actually lost the contract.

You do this by saying very nicely that you haven’t heard back and you are keen to start planning. What is going on? Then if they say that you have not got the contract you ask to catch up and talk about the year ahead, saying you are keen to work with them on other contracts.

Once in that meeting, when it is friendly and relaxed, you ask why you missed the current contract. See? Easy. So calm down. It’s business as usual.

Good luck,
Your Aunty B

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