You Could Be Exactly What They Need

There’s an old saying that goes, “When you’re a hammer, everything looks like a nail to you.” This is often said as a cautionary tale about presuming that your solution is the answer to every problem you come across. But sometimes, your prospect doesn’t realize they have a nail — and you’re the perfect hammer to pound that nail in perfectly.

In today’s post, Pete tells a story about this positive possibility.

For help with your competitive presentations, pitches, and orals, check out our shortlist interview support here.

When There’s Not Enough Intel

Sometimes in AEC shortlist interviews, you simply don’t get enough information. The selection committee goes quiet, the RFP is thin, follow-up questions aren’t allowed, and you’re left preparing for a high-stakes presentation with big gaps. That’s exactly what happened with a team I coached recently.

Operate With What You Have

The firm did everything right—research, outreach, background on the site, community, and selection committee—but communication shut down early. When the interview arrived, they were forced to build their message on incomplete data. Rather than panic, we built a compelling narrative rooted in opportunity: “There is something extraordinary possible here—and we can deliver it.”

Use Your Specialty as the Anchor

The heart of their pitch came from what they knew: their own expertise. Their specialty aligned beautifully with the context of the project, even though the client never explicitly asked for it. So we framed the presentation around that—an elevated opportunity the client could have, powered by something the team does better than anyone else.

When Insight Is Limited, Lead With Differentiation

Usually, shortlist interview preparation emphasizes uncovering the client’s needs and tailoring the message. But when you cannot access their needs, the strategy shifts:

  • Identify the thing you do exceptionally well
  • Demonstrate how it solves the visible challenges of the project
  • Present it with confidence as the smartest path forward

It becomes a respectful “take it or leave it”—a bold, expertise-driven recommendation based on your firm’s strongest differentiator.

Be Bold When Clarity Isn’t Possible

If the information isn’t there, don’t shrink. Lead with your specialty. Show how it elevates the project. Match it to the opportunity you see. And present it not as a guess—but as a confident, experience-backed vision of what the project could become.

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