Learning from a Lost Opportunity

[JordiBB]

I just lost a deal that I thought was in the bag because I didn’t fully understand the client’s priorities. Feels like a wake-up call to step up my game. What commercial excellence strategies would you recommend so I can better anticipate client needs and avoid mistakes like this?

[Lebizoga]

I feel that — last year I was this close to winning a client only to realize in the final review that I’d completely missed what really mattered to them. Total wake-up call. What helped me level up was actually slowing down long enough to map out their priorities, not just my product pitch, and build check-ins around what they care about most. This piece really got me thinking about aligning strategy with real needs: US channel strategies (https://heimdallpartner.com/insights/commercial-excellence/optimizing-u-s-channel-strategies/) — after adopting that mindset, my proposals started landing way more consistently.