Pursuing a major contract usually takes many months (or even years) of intense effort and requires scarce people resources and expensive travel costs. Unfortunately, in many cases, all this effort and expense results in failure: the contract either goes to a direct competitor or to a "mystery competitor," (which is when the prospect doesn't award the contract to anyone).

Determining Your Prospect's Motives

This expensive journey frequently starts when a potential client contacts your company with a desire to learn more about your services. Your sales team is excited. The potential client must be interested in your company, otherwise they wouldn't have contacted you.

Your first question in this situation should be: "Why did this prospective client contact us?" Are they:

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