At times during business interactions or sale pitches, it may appear that you’re the better candidate due to superior competence, competitive pricing, or both. However, a scenario may arise where despite these obvious strengths, you fail to secure the engagement. One of such scenarios was described by Ary Rosenbaum at The Rosenbaum Law Firm P.C., who expressed puzzlement that even after giving what appeared to be a compelling pitch, the contract was still not awarded. This situation was charitably depicted with the phrase ‘You’re not for them, move on‘.
Yes, the inability to fathom why a more efficient, cost-effective provision of services is bypassed is bewildering. However, professionals need to understand that organizations have various reasons for making their decisions. Sometimes these reasons extend beyond the clear-cut parameters of efficiency and cost. Therefore, while it’s essential to strive to offer the best services possible, it’s equally important to know when to accept a client’s decision and ‘move on’.
Further analysis of such scenarios can lead to a better understanding of prospective clients’ needs and responses, thereby preparing professionals for future pitches. It might also provide crucial insights as to why certain clients retain their original providers despite more beneficial alternatives.
In this vein, every “no” is not necessarily a demerit of competence or quality. It could be an indication of other factors at play within the potential client’s sphere, which are beyond your control. Therefore, it is advisable not to dwell on such occurrences but instead learn from them and be prepared to seize other opportunities when they come.