The deal didn’t go to a competitor. It went nowhere.

No-decision losses get filed as bad timing. They have a cause, a mechanism, and a remedy that looks nothing like beating a rival.

By Steve 5 min read
Abstract bridge artwork for The deal didn’t go to a competitor. It went nowhere.

Most win/loss reviews are built around a rival. Who else was in it, what did they price at, where did we lose on features. It is a comfortable conversation because it produces a comparative answer: we were more expensive, they had the integration, their reference was stronger. Then there is the other pile. The deals that were qualified, engaged, scoped, quoted, and then simply stopped. The champion goes quiet. The follow-up gets a polite reply about revisiting next quarter. Eventually someone marks it lost, or worse, leaves it open at…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Growth strategy

Scroll to Top