"More Thoughts on Following Up After Losing to a Competitor"
By Tom Kane: In a recent post I talked about following up whether you win or lose an opportunity for new work. The idea being to learn how to improve and do even better at winning the next time.
Following my post I heard from Ford Harding who sent me a copy of his book Rainmaking: Attract New Clients No Matter What Your Field, 2nd Edition. The book includes a chapter “When You Lose a Sale,” which includes the following suggestions in seeking feedback:
- Encourage stark honesty, like a Dutch uncle;
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Source: Legal Marketing Blog, 15 May 2008. Copyright © 2008, Kane Consulting, Inc. All rights reserved.
