How do experts beat amateurs? What do they do differently? We lost a million dollar job, but in defeat, we learned some valuable lessons in this post mortem. What do you do if you’re not the domain experts? How can you overcome not being an expert and win?
Dealing with defeat, pt 2/4.
Watch pt. 1 here:
00:09 “To know what you know and what you do not know, that is true knowledge.” – Confucious
00:19 Reflecting on loss – if you don’t measure your actions, you are not able to improve
01:43 What did we need to do better?
01:55 Addressing client objections
02:27 Inside Track
03:00 How to overcome a situation when you’re not the domain experts?
04:00 The Approach: When you don’t know what you don’t know. How you do you educate yourself?
06:00 What questions should we have asked?
06:20 Q: Where does this fail?
07:00 Q: What are the important milestones?
07:20 Q: What are some examples/case studies from the past that would be applicable?
07:44 What jargon do you use? Terms & definitions that we need to know.
07:54 Measuring excitement & engagement: Do they ask “smart questions”?
09:06 Experts ask great questions
12:35 Strategy: Asking potential partners for past winning proposals
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