DEAL CRASH at the Bright Purple Academy
Towards the end of November 2017 we had the pleasure of welcoming Daryn Mason, Customer Experience expert and a veteran of corporate sales, to our Bright Purple Academy to present an engaging session on the art of Deal Crash Analysis. In this guest blog, Daryn shares his experience of using the Academy to run an interactive session to share his idea about analysing the loss of business deals, and how the question and answers session might influence the book he is looking to write. Watch this space!
From career change to the Academy
When I mentioned that I was considering writing a book on Deal Loss Analysis for B-to-B companies I had no idea that I’d be standing in front of an audience of Scottish business professionals less than a month later.
It started with a coffee and catch-up session with Nick Price of Bright Purple in their Rose Street offices in Edinburgh following my decision to change career direction earlier this year. My passion for organisational learning and especially deal loss analysis must have caught Nick’s imagination. So there I was on a cool, autumnal evening in November at Bright Purple Academy preparing to pitch my concept of “Deal Crash Analysis” to a focus group of business leaders from small companies and corporate giants.
Deal Crash Analysis- The Business Case
Deal Crash is the attention-grabbing (working) title of my proposed book. Its focus is to help companies large and small to drag the black box from the wreckage of their crashed deals. Using the world renowned best practice of air accident investigation as a framework, any organisation can quickly learn how to forensically investigate the complex factors contributing to deal losses. I believe that learning from our mistakes can yield a massive ROI for business-to-business organisations as they dramatically improve their win-loss ratio.
45 minutes of questions, answers and feedback
Early evening nerves gave way to the flow of my story as the audience listened attentively. What I didn’t expect was the 45 minute Q&A session that followed. This exceeded all expectations in terms of quality feedback. Comments, suggestions, questions and issues I hadn’t considered, all played their part in a fantastic evening.
Bright Purple Academy is a perfect setting for these networking events. A friendly and informal atmosphere with slick organisation (thanks to the w
onderful Carina Brandbu) all adds to a creative and stimulating environment for all who attend. The AV facilities are top notch and the central location makes it ideal for travellers from outside the capital too.
Discussions spilled out into the corridors of Bright Purple well into the evening and I furiously scribbled notes and connected with my new acquaintances over LinkedIn. I’ll certainly be back for future events and keep a close eye on their MeetUp page to see what’s next.
Finally, a big thank you to Nick Price and Carina Brandbu at Bright Purple Academy for allowing me the priceless opportunity to access an expert audience. It will make my written output significantly better. Now comes the hard work and those scarily blank pages!