After the sales pitch - the debrief

It is essential that you follow up after a sales pitch even if you have won.

Winning or losing is simply an outcome of a complicated decision making process that you want to understand in its entirety. By having a debrief it allows you to get inside the heads of the prospective client and understand more about what is driving them and their decision making process

Here are a few questions to consider:

• What did you like/dislike about our written submission?
• What did you like/dislike about our presentation
• What did you like/dislike about the way we handled the entire pitch?
  
• Do you think that we understand your business and the problems you are facing?
• What were the key factors in deciding who you would use?
  
• Who else was pitching and why did you select them to pitch?
• Having completed the pitching process, is there any other way that you might have considered doing it?
• Would you consider asking us to pitch for other projects?
• If yes, what projects are forthcoming?

There are more but the point that I am trying to make is that you carry out a formal debrief.

Done well it will build up the relationship with the prospective client and may even open doors for more projects.