We've all been there before.
We were excited because we thought we were "in the lead".
And just when we were ready to raise our arms in victory,
it hits us.
We didn't win anything, our competition did.
Speaking from personal experience we tend to find ourselves here when we are preoccupied with beating someone else out rather than winning the race we were supposed to be running.
We become distracted, desensitized and otherwise numb to the realization that we didn't run OUR race.
We were running not to lose, rather than to win.
Losing a race the right way is more beneficial to winning it the wrong way.
It's in that moment that we have to step back and realize who we are, who the "almost client" was, and admit we let our obsession with beating the competition determine our approach to earning the business.
An obsession with beating your competition is about a transaction. A commitment to a mutually beneficial end with a client is about building a healthy relationship with them.
And if that client is simply lining you and every one of your competitors up like punching bags at a gym, you've got a decision to make.
Am I going to let them knock me around (on price, offerings, etc…) or will I simply step aside and remove myself from a game I'm not interested in being a part of anyway?
Here is the reality…
If they are going to beat on you today, they will continue to throughout your contract…and most especially when they feel they can get a better "deal" later.
You don't need that headache.
It's just a transaction. It will take twice as much time, energy and resources and earn you half as much satisfaction and revenue.
Stand firm on who you are, why you exist and what you bring to the table. That is the value that stands up under tough times. That is the value known as a relationship. Anything less is an auction for your services that they will happily dump if they think they can find the same thing…cheaper.
Run your race today.
Not your competitors. Not someone else's version of yours.
Be sure you are looking at the right screen so you can see where you really are.
And if you find yourself in a race you don't belong in?
Graciously step aside and go win the one you were called to run.
From the desk of our founder, Brett W. Gould.
Brett W. Gould