Winning New Business: Rule #3
27 Apr 2012
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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.”