In the business development realm, it can literally be the $1 million question: “Why did we lose this project?”
“We’ve been scoping the opportunity well in advance of the RFP, and we thought we were well positioned.”
“We knew the competition and thought we’d answered the questions, ‘Why us? What value do we confer?’
“We thought our presentation was solid.”
To learn more about why you lost, you attempt to gather feedback from your prospective client. And that’s where the wheels come off for the majority of A/E/C firms that don’t have a steady stream of sole-source work.
Anyone who’s conducted a loss debrief knows how difficult and inherently awkward they can be — for you and for the prospective client — if not done well.
Why Debrief After a Loss?
I’d like to think that firms attempt to conduct loss debriefs at every opportunity. However, this is not the […]