I suspect that many of us when we have pitched for business, and it
seems to have gone well, feel the deal is done.
This feeling grows as you discuss the bid with your colleagues and agree
that "they couldn't possibly go elsewhere". Better still, others in the
industry have heard that you are favourites to win. It's about now,
though, that reality begins to bite.
I remember my first lesson in over-confidence many years ago. We had a
good product, we were known to be a market leader, and the prospective
client's selected software house resold our products and had already
integrated our solution into their package. As far as I was concerned,
the case was self-evident. How could they possibly consider taking a
Just to make sure, however, I had stressed all the benefits, handled all
the objections (I thought) and submitted the written proposal
It was just a matter of waiting for the order. It came as a total shock
when they went to a rival.
It is only with hindsight that you suddenly recall the warning
The silence following delivery of your proposal. The lack of any
requests for clarification on pricing or licensing. The absence of any
dialogue or communication with the software house.
Until you get the order, complacency should be kept at bay. Always plan
for the unexpected.
"I'll remember this," I thought to myself at the time, "and I won't be
Now, to be fair, the next time it happened was another story