CHAPTER 23Agreement and Transition
Victory!
You’ve just been notified that you’ve won the business. This is where the real work begins.
To begin with, you will want to use that same Pursuit Navigator template discussed earlier to conduct a postmortem session designed to identify what you did well and perhaps not so well, even after a win. This will deliver more lessons learned and help ensure that you maximize the likelihood of winning again—with this client or with someone else. It’s not a separate chapter because it’s exactly the same process. Sometimes you win and you learn!
A True Story
A large document management, equipment, and services provider—we’ll ...
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