Monthly tips to improve the business and practice of members of the Society for Advancement of Consulting, LLC

Why buyers don't call you back:

1. They were very busy or unorganized and simply forgot.

2. They didn't see enough value in your proposal to justify the investment.

3. They told you to send a proposal just to get you out of their office.

4. You waited so long to get back to them that they cooled off.

5. With a small business, you didn't qualify whether there was sufficient budget available.

6. Your proposal exceeded this buyer's authority, and he or she was unwilling or unable to involve a higher level.

7. The proposal was unprofessional-typos, excessive verbiage, too heavy on methodology.

8. They tried several times to reach you and either you didn't get the message, your answering system failed, or you took too long to respond.

9. Someone internally has attempted to block the project and you haven't been actively engaged.

10. You never really obtained conceptual agreement.

11. Your proposal differed from your conceptual agreement.

These are all preventable, even the first one.

© Alan Weiss 2009. All rights reserved.