When You’re Pursuing a Big Project

Start by Getting Into the Minds of Your Selection Committee

Okay you guys—it’s summer, and there are big projects out there. If you’re competing for them, I want you to go into each interview with one essential question:

“What’s going on with the selection committee right now?”

Dig deeply into what’s motivating their project. What problem are they trying to solve? What’s their definition of success? Don’t gloss over these questions—really work to get inside their heads.

Find the Insight Only Your Team Can See

As you study the project, look for a perspective that’s unique to you—an insight that makes you say:

“They’re trying to avoid this… they need to achieve that… and what they really need is exactly what we bring.”

That “this is what they really need” perspective should point directly to your team—your brand, your strengths, your distinct value. That’s your differentiator.

Forget the Fear That the Project Is “Too Big”

It’s common to think, “This project is too big for us—we’ve never done anything at this scale.” Let me encourage you to forget all of that.

This interview is not about the size of your past projects—it’s about the results you can help them achieve now. They don’t care whether your past projects matched this size; they care whether you understand their challenge and can get them where they need to go.

Your Team Is the Bridge From Their Problem to Their Success

You and your team represent a capability that can move them from where they are now to where they want to be. You’ve solved similar challenges before. You’ve produced comparable outcomes. That’s what matters.

So in the interview:

• Communicate that you understand their current situation.
• Describe the success they’re trying to reach.
• Show them—through stories, examples, and relevant wins—that your team knows how to deliver that transition.

Whether the project is bigger than anything you’ve done before is irrelevant. What matters is that you can create a path from their “now” to their “goal,” and you’ve already done that for others.

Step Into That Room Knowing You Can Help Them Win

Keep the focus on them, not you. You’re there to help them reach a better place—and if you believe that and communicate it, you will elevate your chances of winning the work.