The Silver Lining After a Loss

While a loss is always disappointing, the smart professional does not let all that time and effort go to waste. By asking the right questions in the debrief s/he can gain invaluable feedback for future improvements.

This checklist will provide a useful guide to what to ask in your next tender debrief: About the process ...

-How many firms tendered ?
-How many were appointed/selected ?
-Did the information presented by tenderers change the approach to the process or views about possible outcomes ?
-Were any of the tender offers surprising or remarkable in any way ?

About the tender ...

-Overall, how did our tender compare with others ?
-Was our approach an appropriate response to your needs ?
-Were there areas in which we were especially strong ?
-What were the areas where we were weak ?
-How did our response on conflict of interest measure up ?
-What feedback can you offer on our value added services ?
-How did our referees stack up ?
-How did our personnel measure up ?
-What is your assessment of our expertise and experience in each of the relevant areas ?
-Was our geographic coverage what you were seeking ?
-What feedback can you offer on our pricing ?
-Where were the gaps ?
-What separated our tender from the winning bids ?

About the future ...

-What would we need to offer to be the most preferred tenderer ?
-We would, one day, like to re-establish a service relationship with you. As a non-incumbent, how should we go about staying in touch and getting to know you better over the next couple of years?
-For us to optimally position ourselves for you next time round, what should we do ?
-What other advice have you for us ?

A loss can have a silver lining if you can obtain the right information on how to improve your service offering or tender process. One loss, approached the right way, can provide useful information and a greater opportunity to learn about your prospective clients and competitors than a series of wins. Information that may ensure a much brighter and more successful future for your practice.

Linda Julian is acknowledged as a leading authority on strategic practice development and how to win business for law firms.

Since 1979, she has consulted with lawyers and other professionals throughout Australia, New Zealand, the Pacific, and Asia on a wide range of business acquisition, client retention, and strategic management issues.

Her book The Passionate Professional: creating value, success, and prosperity has sold in 13 countries and has received wide acclaim. Linda lectures in strategic management and marketing professional services at post-graduate level. She leads the small and highly specialised Julian Midwinter & Associates consulting practice.

Read more business development tips at http://www.julianmidwinter.com.au/

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