Real Business - Ask Timpo: How do I debrief disappointed staff?

Ask Timpo: How do I debrief disappointed staff?

Q: We’ve pitched for a couple of pieces of big business recently and lost. The team did well, we were just outgunned. While we shouldn’t blame ourselves, we need also to learn from any mistakes we made. What’s the best process for debriefing on such projects and keeping the enthusiasm of the team up?

A: Everyone likes winning but you can’t win them all. Don’t allow the disappointment to sap your confidence – have a frank brainstorming session. A thorough post-mortem is the best way to prepare for the next presentation. This is not a good time for internal bickering or looking for a scapegoat.

As well as self-analysis, try to obtain some outside advice. Why not ask the companies who turned you down to give a second opinion? If they are the type of people who are happy to see you, they will probably tell you the truth – then you’ll really know why you didn’t win the contracts. Another possibility is to re-run your presentation to a neutral audience – friends or other customers – who is willing to sit through your pitch and give an honest assessment.

Don’t let the soul searching go on for too long. There is a danger that you can become obsessed with failure. Your team needs to look forward to the next challenge with the confidence they will do themselves justice and come out winning a deal.

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