{"id":1893,"date":"2016-03-20T10:13:27","date_gmt":"2016-03-20T10:13:27","guid":{"rendered":"https:\/\/onlinebidwritingtraining.com\/?p=1893"},"modified":"2016-05-10T15:39:19","modified_gmt":"2016-05-10T15:39:19","slug":"always-conduct-a-debrief-even-when-you-lose","status":"publish","type":"post","link":"https:\/\/lahara.co.uk\/?p=1893","title":{"rendered":"Always Conduct a Debrief \u2013\u00a0Even When You Lose"},"content":{"rendered":"

[et_pb_section admin_label=”Conduct A Bid Debrief – Even When You Lose” fullwidth=”on” specialty=”off” transparent_background=”off” background_color=”#af2b88″ allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px|0px|0px|0px” padding_mobile=”off” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_fullwidth_header admin_label=”Always Conduct A Bid Debrief \u2013 Even When You Lose” title=”Always Conduct A Bid Debrief” subhead=” Even When You Lose” background_layout=”dark” text_orientation=”center” header_fullscreen=”off” header_scroll_down=”on” parallax=”off” parallax_method=”off” content_orientation=”center” image_orientation=”center” title_font_color=”#ffffff” title_font=”Ubuntu|on|||” title_font_size=”26px” scroll_down_icon_color=”#edef77″ custom_button_one=”off” button_one_letter_spacing=”0″ button_one_use_icon=”default” button_one_icon_placement=”right” button_one_on_hover=”on” button_one_letter_spacing_hover=”0″ custom_button_two=”off” button_two_letter_spacing=”0″ button_two_use_icon=”default” button_two_icon_placement=”right” button_two_on_hover=”on” button_two_letter_spacing_hover=”0″ subhead_font=”Ubuntu|on|||” subhead_font_size=”22px” background_color=”#289fa3″ scroll_down_icon=”%%4%%”] [\/et_pb_fullwidth_header][\/et_pb_section][et_pb_section admin_label=”section” transparent_background=”off” background_color=”#ffffff” allow_player_pause=”off” inner_shadow=”off” parallax=”off” parallax_method=”off” custom_padding=”0px|0px|0px|0px” padding_mobile=”off” make_fullwidth=”off” use_custom_width=”off” width_unit=”on” make_equal=”off” use_custom_gutter=”off”][et_pb_row admin_label=”row” make_fullwidth=”on” use_custom_width=”off” width_unit=”on” use_custom_gutter=”off” padding_mobile=”off” allow_player_pause=”off” parallax=”off” parallax_method=”off” make_equal=”off” parallax_1=”off” parallax_method_1=”off” column_padding_mobile=”on” custom_padding=”0px|0px|0px|0px”][et_pb_column type=”4_4″][et_pb_blurb admin_label=”The bid has been submitted, and it’s bad news \u2013 you have lost!” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” use_icon_font_size=”off” header_font=”Ubuntu|on|||” header_text_color=”#0c71c3″ body_font=”Arial||||” body_text_color=”#383838″ use_border_color=”off” border_color=”#ffffff” border_style=”solid” header_font_size=”16″ header_line_height=”1.7em” background_color=”rgba(12,113,195,0.15)” custom_margin=”30px|40px|30px|40px” custom_padding=”10px|10px|0px|10px” saved_tabs=”all” max_width=”1500px” custom_margin_last_edited=”on|phone” custom_margin_phone=”0px|0px|0px|0px”]<\/p>\n

The bid has been submitted, and it\u2019s bad\u00a0news \u2013 you have lost!<\/strong><\/p>\n

Although you may feel like you have had enough of this ITT, I highly recommend that you request the client for a debrief.\u00a0Conducting a debrief is a great opportunity to understand what you missed that was truly important to your client.<\/p>\n

It will give you valuable insight into what they are thinking, so you are better-equipped next time, and you may learn key lessons that can help you to win other bids.<\/p>\n

The debrief is also a sales meeting in disguise. You are getting involved in a dialogue with your client, and given the chance to improve the relationship.<\/p>\n

 <\/p>\n

[\/et_pb_blurb][et_pb_blurb admin_label=”Conducting a Debrief: Guidelines for When You have Lost” title=”Conducting a Debrief: Guidelines for When You have Lost” url_new_window=”off” use_icon=”on” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” max_width=”1000px” use_icon_font_size=”off” header_font=”Ubuntu|on|||” header_text_color=”#0c71c3″ body_font=”Arial||||” body_text_color=”#383838″ use_border_color=”off” border_color=”#ffffff” border_style=”solid” custom_padding=”0px|0px|0px|0px” header_font_size=”16″ header_line_height=”1.7em” custom_margin=”0px|0px|0px|0px”]<\/p>\n

The first thing to take into account is that the client procurement and evaluation team will be quite wary of you, because of the possibility that you will mount a legal challenge to the contract award.<\/p>\n

As a result, they will be super-concerned to keep everything formal, to ensure they don\u2019t say anything that might undermine the award.<\/p>\n

In the opening minutes, communications can be stiff and formal \u2013 an environment which is not conducive to finding out more.<\/p>\n

Leaving aside whether you are accepting the loss, or preparing the ground to mount a legal challenge, I highly recommend you approach the meeting in the following mindset:<\/strong> we\u2019re here to learn, we want to understand where we went wrong, and what we need to do to better the next time.<\/p>\n

There should be no hint of blame, or that they did anything wrong. Being confrontational will simply harden attitudes against you, creating a very difficult and acrimonious meeting.<\/p>\n

 <\/p>\n

[\/et_pb_blurb][et_pb_blurb admin_label=”Starting The Meeting – The opening statements ” title=”Starting The Meeting” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” max_width=”1000px” use_icon_font_size=”off” header_font=”Ubuntu|on|||” header_text_color=”#0c71c3″ body_font=”Arial||||” body_text_color=”#383838″ use_border_color=”off” border_color=”#ffffff” border_style=”solid” header_font_size=”16″ header_line_height=”1.7em” custom_padding=”0px|0px|0px|0px” custom_margin=”0px||10px|”]<\/p>\n

Each situation is unique, and so there is no set of standard questions to ask. I would start off the meeting along these lines:<\/strong><\/p>\n

[\/et_pb_blurb][et_pb_blurb admin_label=”1-6″ url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” max_width=”1000px” use_icon_font_size=”off” header_font=”Ubuntu|on|||” header_text_color=”#0c71c3″ body_font=”Arial||||” body_text_color=”#383838″ background_color=”rgba(12,113,195,0.15)” use_border_color=”off” border_color=”#ffffff” border_style=”solid” custom_margin=”|40px||40px” custom_padding=”10px|30px|0px|30px” header_font_size=”16″ header_line_height=”1.7em”]<\/p>\n

    \n
  1. Your business\/our business relationship\/the chance to do business with you in the future is very important to us.<\/li>\n
  2. The fact that we have lost\/performed so badly is of great concern to us.<\/li>\n
  3. We have asked for this meeting to understand where we went wrong, what you were looking for in the answers and we didn\u2019t provide, so that we can make changes and improve in the future.<\/li>\n
  4. Any information and guidance that you could give us would be most valuable and helpful.<\/li>\n
  5. We greatly appreciate any feedback, as we are always looking for ways to improve.<\/li>\n
  6. What I would like to do, with your agreement, is to go through those questions where we did not perform well, discuss what was in the winning answer, and then what key information was missing from our response.<\/li>\n<\/ol>\n

    [\/et_pb_blurb][et_pb_blurb admin_label=”During The Meeting ” title=”During The Meeting ” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” max_width=”1000px” use_icon_font_size=”off” header_font=”Ubuntu|on|||” header_text_color=”#0c71c3″ body_font=”Arial||||” body_text_color=”#383838″ use_border_color=”off” border_color=”#ffffff” border_style=”solid” custom_padding=”10px|||” header_font_size=”16″ header_line_height=”1.7em”]<\/p>\n

    Have the scores, your response and any correspondence ready to hand. Go through each question and take copious notes. They will see you are serious about understanding what has transpired.<\/p>\n

    As the meeting progresses, and they see clear evidence that you are not after their heads on a stick (at least at this stage), tensions will ease, and you can often receive some interesting and informative responses.<\/p>\n

    For some of the questions, you will gain insight into what they really<\/u> wanted to know, or were bothered about, and that you were not aware of. This is typical, especially when there has been scant sales activity and infrequent relationship building with the client, before the tender came out.<\/p>\n

    You\u2019ll also get the chance to present your views on why you gave the answers that you did. This can provide a window into your products and<\/p>\n

    [\/et_pb_blurb][et_pb_blurb admin_label=”It’s a Sales Meeting in Disguise” title=”It’s a Sales Meeting in Disguise” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” max_width=”1000px” use_icon_font_size=”off” header_font=”Ubuntu|on|||” header_text_color=”#0c71c3″ body_font=”Arial||||” body_text_color=”#383838″ use_border_color=”off” border_color=”#ffffff” border_style=”solid” custom_padding=”10px|||” header_font_size=”16″ header_line_height=”1.7em”]<\/p>\n

    If you are hoping to do business with this client in the future, then this is your first sales meeting for the next procurement.<\/p>\n

    How you conduct yourself, the way you present your company\u2019s capabilities in relation to the questions, all are stepping stones to building a better relationship with this client.<\/p>\n

    Always remember that a proposal is part of a sales process<\/u>. It is not a substitute for sales activity, nor one for building a client relationship.<\/p>\n

    [\/et_pb_blurb][et_pb_blurb admin_label=”Going into a win debrief\u2026” url_new_window=”off” use_icon=”off” icon_color=”#7EBEC5″ use_circle=”off” circle_color=”#7EBEC5″ use_circle_border=”off” circle_border_color=”#7EBEC5″ icon_placement=”top” animation=”top” background_layout=”light” text_orientation=”left” max_width=”1000px” use_icon_font_size=”off” header_font=”Ubuntu|on|||” header_text_color=”#0c71c3″ body_font=”Arial||on||” body_text_color=”#e02b20″ use_border_color=”off” border_color=”#ffffff” border_style=”solid” custom_padding=”10px|||” header_font_size=”16″ header_line_height=”1.7em”] As a winner, going into a debrief meeting with the right attitude, will ensure some interesting and open discussions that otherwise might never transpire.<\/em> [\/et_pb_blurb][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"

    The bid has been submitted, and it\u2019s bad\u00a0news \u2013 you have lost! Although you may feel like you have had enough of this ITT, I highly recommend that you request the client for a debrief.\u00a0Conducting a debrief is a great opportunity to understand what you missed that was truly important to your client. It will […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[35],"tags":[],"class_list":["post-1893","post","type-post","status-publish","format-standard","hentry","category-bid-management"],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/posts\/1893","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1893"}],"version-history":[{"count":13,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/posts\/1893\/revisions"}],"predecessor-version":[{"id":1920,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=\/wp\/v2\/posts\/1893\/revisions\/1920"}],"wp:attachment":[{"href":"https:\/\/lahara.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1893"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1893"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/lahara.co.uk\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1893"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}