Thousands of business owners find themselves asking that question every day. They’ve lost out on a big sale, an important contract or massive project and they want to know why. Why didn’t they land it? Why was a competitor chosen instead?

There are a multitude of reasons why they didn’t get chosen.

Their proposal was very professional. But someone else’s proposal gave 3 recent, checkable examples of exceptionally high quality work. Their presentation was really good. But the CEO’s best friend personally recommended another provider. Their meeting with the prospective client went well. But their marketing caused the prospect to assume the fee would be lower, so the prospect hired someone cheaper.

It’s natural for our initial reaction, when we miss out on something, to be externally focused. We tend to look for reasons why another person wasn’t smart enough to see how good we

Keep reading this article on Jim's Marketing Blog.

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