No matter how good you are, you'll never win 100% of the contracts you pitch or tender for. It's as true as the law of gravity.
However, switched on companies always ensure that when they don't win, they find out why. That way they can take a view on how to adapt their approach to increase the likelihood of success.
What companies miss though, is the opportunity to ask what their WINNING FACTORS were. This obvious question just seems to bypass so many companies.
They may be so glad of the win, especially if it breaks a barren run, that in the euphoria of celebration, people forget to ask their new customers, "What made you choose us?" Once you know this, you can focus on this in future bids.
It's also worth asking your existing clients what you're doing right and why they choose to stay with you - and even better - recommend you to others. Of course, you should be garnering this feedback as part of your relationship management process. If not, what better time to start?
This handy thought leadership piece demonstrates, through research, why and how the gap widens between the winners and losers.
So which one are you?
By Sarah Hughes on 02.03.2011 Back