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Winner Takes All by Scott Keyser

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PRINCIPLE

SIX

GET CLIENT FEEDBACK POST-AWARD

CHAPTER SUMMARY

1. Why client feedback matters and how to get it.

2. What to seek feedback on.

3. How to apply what you learn.

4. How to track your tendering progress.

WHY DOES CLIENT FEEDBACK MATTER

AND HOW DO YOU GET IT?

Win, lose or draw, you must research every major proposal once the client has made their decision. Otherwise, how will you learn and improve? Your goal in conducting post-proposal research is to get candid feedback from the client on your bid. Understanding how being on the receiving end of your bid made the client think, feel and behave, and how that shaped their decision, will help you refine your approach and improve your submissions.

The key word in the paragraph above ...

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