A friend of mine has made four major pitches in the last two months. Each of the contracts he was bidding for had different specifications and therefore he was not able to regurgitate the same pitch four times. He won one of the contracts but lost out on the other three.
The contract he won he was told there and then on the spot. The three companies who did not engage his services behaved in three very different ways.
Company 1. Thanked him for his pitch, left him to find his way out of the building. Informed him that he had been unsuccessful when he called to enquire a week later.
Company 2. Thanked him for his pitch, offered him a drink before he left. Informed him by letter 3 days later.
Company 3. Thanked him for his pitch, received a personal e-mail the same day thanking him again for his presentation and pointing out specific strong points. the e-mail went on to say when he would be informed of the decision. A week later an e-mail telling why he had not been successful followed later by a call form the MD thanking him and expressing a wish to do possible business in the future.
Result. My friend has already recommended this business to a colleague.
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