[00:00.05]What has been your biggest disappointment on the job? 在工作中最令你感到沮丧的事是什么? [00:06.27]I still remember the disappointment that I had about eight years ago. 我至今还记得八年前一件令人沮丧的事。 [00:10.31]when I first participated in bidding for a client's work. 那是我第一次参与争取某客户的投标工作。 [00:14.34]We were one of the last two bidders that the client considered among a handful that applied,but we lost the job to our main competitor. 我们是众多投标公司中仅存的最后两家之一，但是最后我们却输给了最大的竞争对手。 [00:23.24]Our project team spent many late nights working on the bid. 我们的项目组为了准备那次投标，好多天都工作到深夜。 [00:27.25]Our competitor had an advantage because they had worked with that client before. 我们的竞争对手之前曾承揽过那家客户的业务，所以在这点上占了优势。 [00:32.29]It was a new client for us and I must say our competitor understood the needs of the client better. 对我们公司而言，这家客户是新客户，而且我不得不说，还是我们的对手更了解客户的需求。 [00:39.15]We were so disappointed and determined that we would get this account, 我们非常沮丧，并且决定一定要争取到这家客户， [00:44.25]so we analyzed what went wrong and the client's mission,market and needs,as well as looked at what our competitor did right. 于是我们针对到底哪里出了问题，对手做的好的地方，甚至对客户的宗旨，市场，需求全部做了分析。 [00:53.10]About six months later,we had another opportunity to bid for the same client's job,and we got it. 大约半年过后，又有一次可以争取这家客户的投标机会，我们中标了。 [01:00.02]We were very proud of it. 我们为此感到非常自豪。

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