Later this month, I’ll be giving out a book outlining the exact tactics some of the most successful firms in the world use to dominate the competition.
Last week, I shared one of my favorite excerpts from the book.
Today, I want to share another excerpt that illustrates an important point. While this book is largely about proposals, it also gives you the answers for everything from capture planning to presentations and debriefs. It’s really a total solution. And I can’t wait to share it with you.
But for now, here is another excerpt:
—Begin Book Excerpt—
One Approach To Client Debriefs
Put yourself in the client’s shoes. They want the best service or solution, but they’ll have no interest in giving you an unfair advantage over your competitors. Likely, your clients have debriefed many consulting firms and have established a common script they recite to losers. It’s not in their best interest to give one losing firm more information than another.
One approach is to come at them with open-ended questions they are not expecting. If you make them pause and think, you’ll either break them from their script or get them to admit there is someone else you should be talking to.
One good question to ask is, “If you could only point to one thing that set the winner apart, what would that be?” Another question you might ask is, “If there was one key area we came up short in, what would that be?”
Questions like that force them to think. When you force them to think, you’ll break them from the script. If they can’t answer these questions, you might ask them if there is someone else who could.
Always Fact Check Client Debriefs
Take what your client says at face value, but always try to verify that their comments correlate with how your proposal was scored. For example, if they tell you the winning firm had better qualifications, but scored your qualifications higher…you can be sure there is more to the story.
On the other hand, if they said your technical approach could use some work and they scored your technical approach low, you’ll have to admit that technical approach hurt you.
Remember to ask for a debrief even if you’ve won. You’ll need to know the information they provide for future proposals.
When you have the debrief information and have verified it (to the extent you can), put it through the same process you did with your internal debrief.
If you choose to “skip” the debrief process, the lack of improvement will eventually catch up to you and hinder your success rate.
—End Book Excerpt—
Wow, I’m so excited to share this book with you next week. I can’t wait!
If you’re reading this in your email, there’s nothing you have to do. Not only will you get an email containing a link to the book, you’ll get all the tools (forms, charts, etc.) you need to implement these game changing proposal tactics.
If you’re reading this on the web, you’ll have to subscribe below.
Next week, it’s finally here. I can’t wait!
But for now, I’d like to hear from you. Shoot me an email or post a comment below about your WORST proposal debrief experience. I read every email and every comment!