My Proposal was REJECTED!

But My Solution Is the BEST! So Why was IT REJECTED!

Jill, a consultant, hung up the phone. What went wrong? What did the buyer mean by “We don’t believe you understand our problem?”

As Jill stared at the wall, she thought about the discovery meeting. At first glance she thought the meeting went great. But, did it?

She thought she heard the economic buyer and knew EXACTLY what he wanted. The proposal was well crafted with just enough detail. Charts were included that explained her approach. She had felt good about the opportunity and was positive it was a go.

But the economic buyer REJECTED the proposal! He wasn’t interested and was not open to revisiting the opportunity, at least not with her.

Losing a proposal happens and it hurts. Occasionally, there is nothing you could have or should have done differently. It just was not meant to be.

But there are times you could have done something differently. To move forward you need to determine what that something was and improve upon it. Making a mistake is not great, but you don’t want to continue making the same mistake.

We learn from our mistakes. Mistakes are not necessarily negative because understanding what does not work is as, if not more, powerful than…