What opportunities almost closed in the past 1 – 2 years? Excited to try again? Business you lost can be a good source of potential opportunities. Listen and learn before you proceed…
Figure out what has changed
How has your company and/or solution changed or improved? What has changed at the client?
- People
- Goals
- Challenges
- ?
What is the current decision process?
Why did they select another solution the last time? How did the decision process work? Now, compared to your last pursuit, try to learn…
- Steps in the current decision process
- Who is involved in the decision
- What is driving their interest now
Relationships with client contacts?
Key considerations…
- Have you worked hard since the last pursuit of this business to build working relationships with key client contacts?
- What is the client’s view of the value you can provide? How might it have improved?
- Are you coming back in “cold” since the last attempt?
Go? / No Go?
Sometimes, what you should do is not immediately clear. If enough has changed, but you feel you are lacking key information, consider proceeding and re-evaluating once you are better informed. The ideas above and others you surely have will help you make an informed decision!
Feel free to contact me directly for ideas and/or help on this or other topics!
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