Debrief After that Busted Deal

One of the best tools for understanding and growing new skills is by having an open and frank discussion between all parties involved in a busted deal.  I'm talking about that candidate that didn't show or changed salary requirements, after interviewing with the client, that client that changes their minds or that guy you've known since high school, that goes with a competitor. 

There must be ground rules before starting.  Everyone must understand that the point is to discover ways to improve their closing skills, better requirement investigation or process changes.  Don't make it or take it personal.  Don't get defensive but understand that if you can learn a new technique from the discussion, that'll make you more money in the future. 

The most senior manager, not involved directly in the situation, should lead the discussion.  Start with a complete walk through of what occurred.  Dissect each step and discusses possible alternative.  Come up with an agreed plan for the next time a situation like this happens again.   There will never be two exact situations, but everyone will pick something up that can be of use someway.  Make sure to included any new recruiters as a learning experience.

Comments

[Chris Butler]

I would agree completely with this. All too often I've seen people get upset and mope around the office with a chip on there shoulder after a busted deal. What everyone needs to realize is this is a very hot market and you are dealing with people. Things happen when dealing with people that are out of everyone's control and the best way to handle it is to get everyone together and talk about it. Learn from mistakes if there were any and get others advice on things you could have done differently. There is nothing to gain by blaming coworkers, sit down and talk about it!