Some rejections are devastating. Like, “No, I don’t wish to marry you,” or, “Sorry, your voice isn’t adequate to play the silent tree on this yr’s Nutcracker.“
Right here’s one other punch within the intestine: “We determined to not award the consulting venture to your consulting agency.“
However, might there be a silver lining or, no less than, a venture down the street after you lose a consulting venture?
Sure.
Let’s say a prospect decides to not rent you for his or her consulting venture. After you console your self with a large bag of M&Ms, think about the three potential outcomes your consumer might obtain primarily based on their alternative, and the implications for you.
Shopper’s outcomes are wonderful:
Be taught one thing
The very fact is, you’re not the one good macaroon on the consulting dessert bar.
When a prospect achieves an impressive end result with out you, learn how they succeeded.
Maybe they (or one other agency) discovered an method you’ll be able to incorporate to enhance your providing.
Shopper’s outcomes are dangerous:
Save the day and win a venture
Though the consumer could also be gun-shy after their most popular plan of action failed, they want you greater than ever.
Supply to step in and doubtlessly suggest a success-primarily based payment construction.
That’s a golden alternative so that you can win a excessive-margin, love-you-ceaselessly consulting venture.
Shopper’s outcomes are mediocre:
Strengthen the connection
Shoppers who obtain uninspired outcomes harbor little urgency or need to take a position extra into fixing their downside.
They’ve consulting fatigue. (For now.)
Supply recommendation on methods to flip their mediocre outcomes into sturdy efficiency.
Your instant reward will likely be minimal; nonetheless, you’ll emerge as the highest contender for his or her subsequent venture.
In all circumstances, the success of your motion relies on observe-up.
Comply with-up is best if you happen to set expectations with the prospect up entrance, while you misplaced the venture.
It appears like this:
You: No worries on awarding the chocolate chips effectivity venture to McBozo Consulting. Would it not be okay with you if I observe as much as learn how the venture goes?
Prospect: Certain
You: Terrific. When do you assume a good time could be. Perhaps after three months?
Prospect: Sure, by then we should always have our revised chips line totally in place.
You: Nice. Let’s arrange a time in August…
Three months later, on the agreed-to time:
You: Again in Might we set at this time on the calendar to observe up. I do know you began the chips venture about twelve weeks in the past with McBozo Consulting, and I believed I’d test in to see the way it’s going.
You: Have there been any massive learnings out of the venture to date? I study from my purchasers on a regular basis, so I’d love to listen to any massive “Aha”s which have surfaced.
You: Once we had been chatting in regards to the venture, I recall you mentioning that reorienting the liquor funnels was one of many main challenges. Has that turned out to be the case?
You: And I do know you had excessive hopes that reorienting the liquor funnels would ship 25% throughput features. Most corporations don’t obtain these numbers and I’m actually curious to learn how you’re doing to date.
To achieve success with the method outlined above, preserve three factors in thoughts:
- You’re not making an attempt to promote.
- Take real curiosity in your consumer’s progress.
- Diffuse your prospect’s propensity to develop into defensive. They received’t wish to admit that their resolution was mistaken.
The extra you deal with sincerely studying out of your prospects, the extra seemingly they’re to share brazenly.
Have you ever ever had an preliminary rejection flip into a venture in a while? Do inform!
Textual content and pictures are © 2026 David A. Fields, all rights reserved.
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