"It's just business"
 

Hey guys,

I've been negotiating back and forth with two companies for a particular service, and it's a pretty big deal, important to us and them. One company was very close to getting our business, pending the last component of the deal, but now it looks like they're going to miss out. The sales rep put in a hell of a lot of effort, driving a couple of hours down the highway and back to see us at our place, innumerable emails, leaning on product managers to get us the best deal she could, even wining and dining me in their box at a sporting event, and I get on well with her. So I feel absolutely rotten about having to tell her that she's missed out. I know that's the aim of the whole exercise in courting us, but she's a person too and I don't want to be seeming an ingrate or upsetting her. I have had a good rapport with her which I don't want to lose both for personal reasons (I think she's a nice person) and commercial reasons (we might need something from them in the future).

Is this normal? What do I do? I'd give her a big hug if I could...

You tell her that. If I had my druthers we'd be working together but we have a better offer.

Belial has a crush, Belial has a crush! :D

Oh man, it sucks when you've got to be the bearer of bad news but I find just getting it done and over with asap is the best thing.

Is there any way you could say it was out of your hands, you're just the messenger, etc.?

The way I look at it is this: Sales Reps don't get every piece of business they pursue. They're used to hearing "no" and understand logical reasons as to why they didn't get the bid. If you can tell her why she missed out, she'll understand and respect it...and she'll know better how to approach the next opportunity she will have with your company. She'll also appreciate the feedback.

And I see nothing wrong with letting her know that you enjoyed working with her through the bidding process, and "don't be afraid to give me a call if you find yourself in danger of sitting next to an empty chair in the skybox".

If you explain why they are going to miss out on your business they may be able to make another counter offer. It isn't fun to hear that you have lost out on a sale, but it is part of doing business.

All of the above is wonderful advice .... if you've developed a somewhat personal relationship with her as well, you might think of sending her something like a muffin basket, or bagels or something along with a thank you note for all her extra effort, sorry we had to go with someone else, but will keep her and her company in mind for future opportunities ... The personal touch is always what lingers for me ... even when I've not gotten what I wanted. best of luck in your new venture!

Well, as usual the people of Pixies have said just about everything I was trying to say to you yesterday but in far fewer words than I did!

I think they're absolutely right hun.....as long as you make it clear that things would be different if the final say was up to you, then I don't think you need to worry.

Sounds like she's good at her job, and if her company can't support her in terms of the number crunching, she knows it's nothing she's done wrong.....but I'd see if I could get her home phone number if I were you. ;)

Belial, business is business. Be professional, courteous, and truthful as to why they didn't get the deal. Let them know that you were very impressed with how they pitched your company and would gladly consider them again in the future.

The end.

:)

rabbit