Richard Wilson: asking which part of the proposal received a no
When an investor declined a proposal, Richard described asking what drove the answer. His follow-up separated several possible reasons instead of assuming they all meant the same thing.
The decline did not explain the reason
In the recorded example, Richard asked whether the issue was structure, a preference for direct ownership over a fund, timing or the location of the assets. Those questions concerned the source of the mismatch.
Another conversation depended on the answer
He also mentioned a different business platform the investor might prefer. The example illustrates how he tried to understand a refusal before deciding what to discuss next.
In Richard C. Wilson's words
"So we asked them exactly why they said no" (Richard C. Wilson, recorded Rainmaker Series module)
How to use this
- Ask which feature caused the mismatch when a recipient is willing to explain.
- Use the answer to decide whether a different proposal is relevant.
Questions and answers
Which possible reasons did Richard separate?
He asked about the investment structure and ownership preference as well as the timing and geography.
Did the example establish that the investor later committed?
Richard described the follow-up questions without reporting that outcome.