There are tasks you and your consulting agency would like to win, however, in the event you’re trustworthy, you’re in all probability not the shopper’s best option.
You may change that dynamic.
Billy, the standout voice in my school gospel choir, pined to play the Witch in Steven Sondheim’s musical Into the Woods. He even auditioned for Sondheim.
Sondheim listened to Billy’s audition however, in the end declined to supply Billy the half.
Maybe as a result of the forged of characters specifies the Witch is a mezzo-soprano feminine and Billy is a male.
In Sondheim’s thoughts, Billy didn’t meet a requirement of the function and, honest or unfair, was not a viable contender for the half.
Many small consulting corporations are Billys, expending valuable vitality auditioning for tasks they don’t have any hope of profitable.
Sure, there’s undoubtedly a case to be made for performing boldly and confidently searching for tasks that can stretch your agency.
Nevertheless, it’s simpler to take care of excessive morale and subsidize growth efforts while you’re constantly closing new, profitable initiatives.
And meaning understanding your agency’s proper to win.
In case you’re diligently considering Proper-Facet Up, you’ve already centered your consulting agency on pervasive, pressing, costly shopper issues.
Now it’s essential be perceived as a viable choice.
The 4 questions under will enable you establish the place you may have a proper to win:
4 Proper to Win Questions
1. The place does our consulting agency carry extra expertise with the state of affairs or desired consequence than every other various our prospects usually contemplate?
2. The place has our consulting agency delivered demonstrable outcomes captured in a brief, hard-hitting case examine?
3. The place is our consulting agency well-known or perceived as a thought chief?
4. The place does our consulting agency have efficient, simply demonstrated instruments, processes and/or approaches?
Your cost is to concurrently concentrate on prospects the place you may have a proper to win now, and improve your proper to win sooner or later.
Are you able to evolve your proper to win?
Positive, as my choir-mate Billy demonstrated by occurring to win Emmy, Grammy and Tony awards. He can in all probability land nearly any half he desires now.
With arduous work, expertise and some good breaks your consulting agency can earn a proper to win each engagement that tickles your fancy.
For the second, although, concentrate on the place you may win proper now.
I’m curious: inform me the place you have a proper to win.
Textual content and pictures are © 2026 David A. Fields, all rights reserved.
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