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.

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I had the opportunity to work with an architectural team recently that had kind of a difficult strange somewhat challenging circumstance and they brought me in for the interview and I want to share this with you because I think there are some lessons to be learned for those of you who sometimes deal with interviews where there’s just a short of information so what happened was there was a a prospect for a project out there that my client thought you know this seems like a pretty good fit for us we should shoot for it we should go for it and they did as much research as they possibly could they learned as much about the project as they as they could they learned as much about the selection committee as they possibly could but there was a shortage of information and there was a shortage of ability to learn more the decision makers had kind of cut communication off relatively early and they made the possibility of asking questions pretty slim and so when the interview happened my team was operating on just not enough information now what we ended up doing together together was creating a really compelling story based on the shortage of information and the Heart of that story was there’s a tremendous opportunity here you can have this amazing thing and we can give it to you the opportunity was what my design firm saw in the circumstances around this project they said you know there really is a fantastic opportunity to elevate this location by creating something really special and the thing that they found was special was totally married to their area of expertise so this is the lesson that I want to impart to you if you recognize that that your firm really does have a specialty a thing that you can do better than any of your competitors and if you’re in a situation where there is just not enough information about the project what’s the harm of putting you into the heart of this project your area of specialty and saying you can have this amazing thing we can give it to you and you can do that with Incredible confidence because this is the thing that you specialize in so this is kind of a different message than you often hear coming from Sage presence usually we are all about finding out what they need so you can be that solution to them and in this case there was just no opportunity to find out what they need instead when there isn’t an enough information what you can do is decide what we have to offer really is the perfect differentiator here and we’re going to serve that up to them and basically offer it as a take it or leave it sort of thing and it’s no harm no foul if you leave it we just believe the circumstances are perfect for our specialty and this is what we believe would benefit you the most consider that dig into your own team understand your own Specialties understand what you can do better than anyone else and don’t be shy be bold about presenting this as the right solution for them

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