Canadian Society for Marketing Professional Services

After the Dance – The Debrief

Debriefs are a vital means of knowing what your customers think and need, what your competition is doing, and where your industry is headed. Using a systematic approach to debriefing ensures that everything team members have learned is evaluated, shared and leveraged to win more business. Similarly, requesting a debrief with the client after you have won or lost a bid is a proposal management “best practice”. They can provide a clear understanding of what you need to do to be more competitive in your next proposal/pursuit. Done correctly, they can also dramatically increase your proposal win rate. In this seminar, participants will learn about a process for effectively incorporating internal debriefs into their organization’s business development activities. Presenter Neil Belenkie will touch upon the questions most rarely asked but which provide the most valuable information; what to avoid or to change; how to ask for a debrief when you know you’ve lost the bid and the prospect is reluctant to provide one; and what to listen for when you ask “Why did you pick us?.” This breakfast session takes place Wednesday, January 23, 2013, 7:30 – 9:30 a.m. at the Four Seasons Hotel, 791 West Georgia Street, Vancouver. To register, visit

 1.5 Non-core LUs

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