Let's say you provide a service.
A prospective client contacts you and asks for an estimate.
You discuss the project in detail, review the essential elements
(location, written materials, existing conditions) and possibly
talk with key people in the company. After you obtain all
the necessary information to prepare a realistic quote, you
tell the prospect that you'll present a proposal within an
agreed upon timeframe.
You return to your office and
begin to review all the materials and your notes. You "guess-timate"
the time you think this project will entail, look at all the
supplemental charges that may be required (e.g., sub-contractors,
telephone, faxes, travel, materials), consider all possible
contingencies that might add to the time factor, and finally
… arrive at a fee that you feel will be profitable.
This exercise may take you several
hours, but you feel confident that the prospective client
will be receptive to your proposal. After all, you have the
talents and the skills to do the job, you are highly respected
in your industry, plus you have pulled together all the people/supplies/services
that will bring the job to a successful conclusion.
You call the secretary and make
an appointment to present your well-prepared proposal to your
prospect. You arrive promptly at the designated hour. Your
confidence level is high. Your "gut" tells you that
it's a done deal.
But then something happens that
throws all of your eager anticipation into a tailspin. The
prospective client has decided not to do the project. She's
sorry for the inconvenience, but unforeseen events have arisen
that make it impossible to proceed.
"What?!?" you scream
to yourself. "After spending all my valuable time preparing
this proposal? That stinks!"
But you give her your biggest
smile and say with feigned understanding, "Oh, that's
all right. I understand. Perhaps in the future … "
Then what do you do? Do you mutter
to yourself as you're leaving that it'll be a cold day in
(you know where) before you provide another estimate for this
person? Do you share your sad story with all your business
buddies? Do you go to the nearest saloon and drown your sorrows?
OR … do you sit down when
you return to your office, pull out some paper, and write
(in longhand) a short thank you note, expressing appreciation
for the opportunity to bid on the job, and adding your best
wishes for the client's success and prosperity?
Losing a prospective job is
not easy. It stirs up all sorts of emotional feelings. But
even if you don't get hired this time, you want to maintain
the relationship. Bite that proverbial bullet and
keep your options open.
Nan Yielding has nearly 10 years experience as an online business owner. She is the owner of Writing-Etc.com and offers internet marketing services and assistance to help website owners attract more customers and increase sales.
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