Thought Bubble
‹ Previous | Main | Next ›

The Right Way to Reject

March 01, 2010, 7:16pm posted by Anne Green  |  12 comments

Posted in: The Industry, Anne Green

The Right Way to Reject

Is it weird to say that I had a great rejection call today? Well I did. Allow me to explain…

When it comes to new business, no batting average is perfect. You can have a stellar team, amazing ideas and great chemistry with a prospective client and still come out in second place. And in other cases…well, sometimes you just strike out big-time. 

Win-some, lose-some. This is a rule of business (and life), and certainly not unique to PR agencies. But what really interests me is the rejection itself – what form it takes and (at the risk of being unintentionally funny) how it’s “executed.”

I’m not the first to observe that eight or nine times out of 10, PR agencies on the losing side of a pitch hear very little from the prospective client. We all know that the debrief, the post-mortem, the lessons-learned, etc., are a critical part of the pitching process. But the feedback loop – often so active and lively during the pitch process itself – typically gets severed the moment you hear the “no” (or even well before, as the silence grows deafening…).

What did we do well? Where did we connect? Did you feel we understood your needs, your business, your competitors, the challenges framed in your RFP? How did you like our people? Where did we blow it? Where we “off” by a lot or a little? Would you be open to staying in touch? Were you impressed enough to refer us to others with relevant needs? Or do we really need to do some soul-searching on where we went awry?

These (and many more) are the vital questions we’d love to ask. And that’s why I so appreciated the “rejection” received earlier today. 

The prospect in question arranged a conference call with all the key parties. Both clients with whom we met immediately let us know the news, then shared specifics on why the decision was made. They outlined what aspects of our presentation and overall offering were compelling. And they shared where they felt the fit with their needs was off. They included insights on the factors that stood out for the winning agency. And yes…they let us know which agency it was. 

In this particular case, we gave the business a very good run for the money and got a lot of positive feedback regarding our team and approach. So the sting of disappointment was somewhat tempered. Yet even if the feedback had been more critical, the very fact of connecting, asking questions and coming to a point of clear conclusion would have meant so much. 

You pour your heart and soul into every pitch. You focus tremendous energy on everything about a given organization or challenge in question. And then suddenly…it’s over.   Closure is key. So win or lose, give us the real feedback!  We can take it. And what’s more, we really want it!

 

Share/Save/Bookmark

Trackbacks

  • Trackback URL:
    http://www.cooperkatz.com/trackback/179/ME71yZxn/

Comments

Anna Ossowska on March 02, 2010, 5:28pm
I came across Your blog by the accident, I've just red it and felt that it is something I should ask my prospective clients - "why not our company". We are a small PR agency from Poland, and, during last months, we heard "no" too many times, although we put all our knowledge and entusiasm to create the best solutions. So, your words are something that makes me stronger today and gives me a power not to give up, becouse everybody sometimes win, sometimes lose. Thanks ps. forgive me my English
Jocelyne on March 14, 2010, 5:35am
That is pretty remarkable. Not only were they honest, but they also took the time to help you improve in the future.
Coachoutletstores on December 22, 2011, 7:00am
This is no place to roost though if it is your passion coach signature handbag to sew fabulous purses. You would want to take your designs and certainly your workmanship up a notch as you develop your craft. If you can manage the basic tote purse then you can also sew women's firm bodied handbags using a home sewing machine. Consider these little additions to give your purse an upgrade from ho-hum to yeah-baby!
mulberry factory outlet on January 03, 2012, 7:02am
This winter months include whole wide range of colors, really like and happiness to your living instead of dullness and boredom.• Preserve it below the sunlight by wrapping these boots with paper napkins. Featuring precision craftsmanship, these boots can quite last for many mulberry factory outlet seasons to arrive. It can lead to a long lasting damage. No wonder the ladies along with the gals from the streets are all in UGGs. If you are hunting for a spectacular pair which is prepared to continue to maintain your feet heat and dry all over the winter, UGG boots will have to be your perfect option. Without pondering significantly you can use these boots in freezing temperature since it's going to protect your ft from drying out.• Dilute the detergent with consuming water and hold the solution aside. Their sheepskin insoles sense so gentle and warm that you can put on these footwear not having socks. What' s further, their adaptable rubber soles can give lightweight ease and comfort when strolling. This will do away with the dirt and as nicely as the allure.Current Affairs As you know that Ugg boots are popular for its top quality and ease miu miu shop and comfort but this Ugg bailey boots is mix of style, glamour, good quality and definitely comfort.
drdrebeats on January 06, 2012, 3:35am
Type in your message here also ghd hair straightener Plantronics ( Plantronics ) side by side microphone AudioIQ written text modern advances, high-definition requests . BackBeat 903 Hifi Wireless items is often connected to ( enable A2DP). If you need monster beats to notice the tunes so you can people, merely new media the OpenMic tab to it . Typically the BackBeat also intended for typically the use ghd straighteners and even gemstone perch to boost design and style , perhaps you may appear , steel in addition to other audio to your manufacturing adjustments to Dre Beats select bass guitar appears . That Altec Lansing ( Altec Lansing ) 903 of the planchas ghd baratas BackBeat 906 presents all the features , coupled with specific Wireless bluetooth adapter for the purpose of fast bond similar to New cd, ipod devices or any other reasonable production gadget.
ugg outlet on January 07, 2012, 7:46am
chi flat irons There cheap uggs seems also to have been a practice, among increasingly best uggs liberated and forward cheap uggs young women, of using the discount uggs pointed toes ugg outlet of their footwear uggs to surprise cheap uggs and perhaps embarrass uggs cheap their uggs male uggs outlet partners by prodding their private uggs parts under tables in cheap uggs public cheap ugg boots places uggs First, put moisturizer and anti wrinkle cream uggs gift if needed onto uggs on sale your skin There is a process of elimination uggs outlet when uggs shopping for cosmetics cheap uggs You have to know your cheap ugg boots own skin texture and uggs then ugg outlet select uggs a Mac cosmetics and make-up product that suits your skin perfectly It uggs outlet is available at ugg boots a 100% concentration and the recently improved extraction bestuggsgift.com process preserves all the uggs online beneficial properties of the ugg outlet raw uggs product in an easy ugg to use ugg sale refreshing light green oil uggs clearance that exhibits a subtle nutty scent cheap uggs Your nails will ugg boots dry uggs on sale faster ugg boots cheap if you when CHI Hair Straightener you polish your own uggsonly.net nails if ugg outlet you uggs wait uggs at least 2 ugg boots cheap to 3 uggs outlet minutes between coats These stretchy, clear, and thin uggs fibers chi flat iron are stretched taut across the eyelid uggs and attached to the corners ugg boots of uggs for cheap the cheap uggs eye, forming a uggs creaseDo consult with a dentist as to the suitability for teeth CHI Hair Straighteners whitening products cheap uggs for yourself, uggs especially if you have visible tooth uggs store caps (crowns) or fillings which ugg sale will ugg not ugg sale bleachuk's Guide for Contact ugg outlet Lens Wearers In uggs 2002, Combined ugg boots Joint ugg boots Task Force - Horn ugg boots of Africa (CJTF-HOA) cheap ugg boots was stood up ugg sale at Camp Lemonier to provide uggs regional security cheap uggs
cheap coach on January 12, 2012, 3:33am
However, most other Australians would only put them under across the home or around the most just on a holiday for that regional shop.Communication,Personal computers,Female Entrepreneurs The UGG Sundance Boots Chestnut are particularly comfy,made with the very best twin-faced sheepskin and capabilities a removeable/replaceable fleece insole and also a mylar lining providing ycheap coach coach outlet additional warmth.The genuine fleece sock liner suggests premium comfort and warmth and the cow suede toe and ugg boots outlet heel bumper provide durability and abrasion resistance. On the other hand as a result of trademark issues, Uggs are far more usually these days regarded inside the retail world only as Sheepskin Boots. On the other hand an American Importer (Koolaburra) presented the notion that the name Ugg originates from the way in which uggs sale usa the boot "hugs" the wearer's foot and legs.
coach outlet on January 12, 2012, 6:04am
UGG Sundance Boots Chestnut are particularly comfy,made with the very best twin-faced sheepskin and capabilities a removeable/replaceable fleece insole and also a mylar lining providing you with additional warmth.The genuine fleece sock liner suggests premium comfort and warmth and the cow suedcoach factory outlet coach purses retail world only as Sheepskin Boots. On the other hand an American Importer (Koolaburra) presented the notion that the name Ugg originates from the way in which uggs sale usa the boot "hugs" the wearer's foot and legs.

Add New Comment

Thought Bubble is a space for members of the CooperKatz team to share whatever comes to mind - from news about our company and clients, to insights on the constant evolution of the marketing communications landscape.

Recent Posts

Archive

Categories