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SmartIdea: How To Respond When You Lose A Big Deal
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By Rich Karpinski

Every small business is different; every small business is the same.

At the end of the day, a small biz lives and dies by its customers. Serve the existing ones; find the new ones.

If you're in the service industry -- pr firm, ad agency, lawyer, architect, etc... -- you'll certainly identify with this blog post over at the Ad Age Small Agency Blog, which examines how to bounce back after a big loss:


Win or lose -- if you compete enough, your brand equity goes up. After all, something good about the shop must be getting you in these pitches, right?

I always say, "Never treat a loss as a closed door." During the pitch process, you probably learned a hell of a lot about the client, its business and its competitors. If you were good enough to get on the short-list, something about your agency interested the client. Keep in contact with it; you never know when it might outsource an agency or, two years down the road, look for a new one.


Good lessons for any smart biz.

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