Finding we lost this one sucks! Although I have a feeling that they might come back to us as their requirements wasn’t very straightforward.
Reason we lost was because we OVERSOLD the product! We’ve got to get a feel for what the client is like and their current mentality. There’s no point talking about the platform when all they want to do is to code their expenses… in fact it can FATAL to the deal if you show the client too much and overwhelm them. This is because they will feel like we are not a good solution match for them.
Lesson learnt: match the client emotionally, mentality, and technologically.