When I send the fully costed out & detailed proposal, it is really just a formality. Or it should be. Time was spent really understanding what the prospect needed, talking to the decision-maker, talking through the options, even discussing budgets. So what do you do when the paperwork just doesn't get signed?

For me, I see it as a time to reflect and go back through the experience and consider:
♦ Was I really speaking to the decision-maker?
♦ Did I really hear what they needed and what they wanted ( two different things)?
♦ What are they saying now, that wasn't mentioned before and could I have pulled out that information?
♦ Is my process fit for purpose? (Frasers words are always ringing in my ears on this one!)
♦ Was this prospect my ideal target? ( again, Frasers words are always ringing in my ears on this)

A "no" from a prospect is not necessarily "no, not ever". They may like you and all you offer but actually, it has made them reflect on the decision before them, and maybe they are not ready to move forward. So it could be a "no the now". ( as we say in my circles). And I see it, that is a positive. If a conversation with me has made the prospect realise they are not ready, they will go away and do what is necessary to be ready. If they are not ready, they will not get the progress they want. And ultimately will not find the experience of working with me fulfilling or even worth the investment.

The market is in a weird state of flux right now, more than I thought appreciated it was. Perhaps the prospect is just feeling that flux......
Look at it this way, perhaps not working with that particular prospect has created space for another more fulfilling project?