Module 203: The Client Debrief: Turning a Win or Loss into an Opportunity to Build Better Relationships
Recorded On: 08/16/2017
The project selection has been made. Regardless of whether your firm won the project or not, it is time to debrief. A debrief is an investment in the client relationship, and an opportunity to learn what to improve upon for the next pursuit. In these meetings, we learn the clients’ impression of our proposals or presentations, as well as their perceptions of our team’s past project performance. It can sometimes to be hard to hear why our firm wasn’t selected, but the debrief meeting is a great way to position for the next project.
Learning Objectives:
During this interactive session, participants will:
- Discuss why client debriefs are a best practice
- Understand who should attend the debrief
- Learn how to develop questions that encourage complete answers from the client
- Understand what to do with the information learned during the debrief
Donna Jakubowicz, FSMPS, CPSM
Marketing Director, Atwell, LLC
Donna Jakubowicz, FSMPS, CPSM is director of marketing for Atwell, LLC, an engineering, consulting and construction management firm with 550 employees and 19 offices throughout the U.S. She is experienced in development and implementation of strategy for enterprise-wide marketing and communications.
Donna has a strong network of resources and almost 20 years in leadership of planning, professional services marketing, media relations, and communications for the A/E/C industries.
She’s a frequent speaker and author of various marketing topics, such as crisis management, the go/no-go decision process, proposal planning and development, and the value of networking.
P2W Virtual Workshops are approved for up to 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects.
-
Register
- Non-member - Free!
- Member - Free!
Key:
Complete
Next
Failed
Available
Locked