What to do when you don’t win a training contract

training business proposal
Training business proposal – Photo by Pixabay from Pexels

Losing business hurts

Has one of your training proposals ever been rejected? It hurts, doesn’t it? You were so sure it would be successful but your competition won.

You’ve got to pick yourself up and move on – without forgetting the valuable lessons. Sometimes you learn more from losing than winning. Maybe this is one of those times.

Today, we’re going to give you 10 questions to ask yourself so that you can increase your chances of landing the next contract. Sound good? Check out the episode now.

Listen to the episode now


You feel like throwing that proposal in the bin and deleting all those emails with that prospective client. (Don’t just yet!) …


Ask for feedback

Okay. So you are feeling a little rough. All that effort and not much to show for it.

It’s happened to most trainers and coaches at some point – and it will happen again.

Where did we go wrong, you ask yourself and the team again and again.

Well, you can’t know and won’t know for sure until you ask for feedback from the very person (or people) who have rejected your training proposal.

It’s time to call the person (or people) who turned down your training proposal. Trust me!


However, they should feel that you are looking for information not justification.

They don’t want to feel like they have to explain themselves to you.

Instead, you need them to want to help you get it right next time.

“May I have 10 mins with you on Tuesday just to get a few pointers so I can learn how we can improve our chances with our next client. I would be very grateful”

Take-aways you don’t want to miss

  • Why you should be clear on you criteria for qualifying prospects
  • What ‘unfair advantage’ means and why you need one
  • What happens when you find yourself in a ‘beauty parade’
  • What you can do to establish value in the minds of your prospect
  • Why your chances of winning are either realistic or not
  • Why charging 10% of the value you deliver makes sense

Some resources for you

Proposify – Software to design, sign, send and track your proposals
Pitch Anything – Oren Klaff’s masterclass on the psychology of pitching [$affiliate link]

Listen to the episode now


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