Winning New Business: Rule #3

Want it. Badly.

If you aren’t totally committed to do what it takes to win, don’t compete.  The payback from a 120% effort is much, much greater than a 75% effort.  There is just too much at stake in each pitch—including your reputation.

Always give it your best. Then, even if you don’t win, you’ll make a positive impression on everyone involved.  That  pays off. Maybe sooner than later.  (The winning team disappeared on the new client.  The ideas couldn’t be executed. The decision-makers on the client side move on.)

You want to get that great call that says:  “We made a mistake.  Now we want you.  Badly.”

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