Use a loss to create your next win.

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Turning Setbacks into Opportunities: The Power of Debrief Calls

Everyone faces moments of hesitation—even those who teach business development. I was reminded of this when someone said, “I can’t believe YOU were scared,” after I shared a story about reaching out for a debrief call following a lost proposal.

Here’s the reality: no one wins every time, not even the best. But how you handle a loss can make all the difference.

A loss isn’t the end—it’s an opportunity to build stronger relationships, gain valuable feedback, and set the stage for future success.

Why Debrief Calls Matter

When you lose, it’s tempting to move on quickly and avoid revisiting the experience.

However, reaching out for a short debrief call shows professionalism, commitment, and a genuine desire to grow.

These 15-minute conversations can deliver a significant return on investment. Here’s why:

• Show You Care About the Relationship: A debrief signals that you value the long-term connection, not just the deal.

• Learn and Improve: Constructive feedback from the decision-maker can help you refine your approach.

• Understand Future Priorities: By asking about their upcoming needs, you can position yourself as a resource for their future challenges.

How to Structure an Effective Debrief Call

A well-structured debrief makes the process smoother and ensures you gain maximum insight. Follow these steps:

1. Start with Gratitude: Thank the decision-maker for their time and express your ongoing commitment to their success. This sets a positive and professional tone.
2. Ask Who Won: Learning who they chose, if they are able to share, provides insight into what mattered most in their decision-making process.
3. Request Feedforward: Instead of focusing on past mistakes, ask, “What should we change moving forward?” and “What should we keep doing?” This future-focused approach is constructive and actionable.
4. Pivot to the Future: Shift the conversation to their upcoming priorities. Questions like, “What are you focused on in the next quarter?” ensure you stay relevant and aligned with their needs.
5. Recap and Thank Again: End the call by summarizing the key takeaways, outlining any next steps, and thanking them once more.

The Long-Term Benefits

Not every prospect will agree to a debrief call, but those who do often provide invaluable insights.

By showing vulnerability and a willingness to improve, you create a deeper bond with the decision-maker.

In my own experience, one organization I reached out to after losing a proposal became one of our best clients within a year.

Why?

Because I took the time to follow these steps and stayed engaged with their needs.

Turning Loss into Opportunity

The next time you face a setback, don’t let it discourage you. Instead, see it as a chance to learn, grow, and pave the way for your next win.

A debrief call might only take 15 minutes, but its impact could last for years.

Remember: Losing isn’t a failure. It’s an opportunity to refine your approach and strengthen your relationships for future success.

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Thanks for reading!

-Mo