Las Vegas (June 18, 2004) -- If your firm isn't successful bidding on an engagement, ask why, advised Christopher Perrino, business development partner at the Cincinnati firm of Barnes Dennig & Co., speaking at the 15th annual Association for Accounting Marketing Summit.
Perrino also advised asking who got the engagement and tracking the data to spot trends, including the most commonly given reasons for your firm not getting an engagement. For example, one reason might be a belief that your fee is too high. You might discover that the prospect doesn't see the value that your firm would provide, or that you didn't estimate the job well, or that you planned procedures that your competitor didn’t, Perrino says.
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