There are initiatives you and your consulting agency would like to win, however, when you’re trustworthy, you’re most likely not the consumer’s most suitable 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, finally declined to supply Billy the half.
Maybe as a result of the solid 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, truthful or unfair, was not a viable contender for the half.
Many small consulting companies are Billys, expending valuable power auditioning for initiatives they don’t have any hope of profitable.
Sure, there’s positively a case to be made for performing boldly and confidently in search of initiatives that may stretch your agency.
Nonetheless, it’s simpler to keep up excessive morale and subsidize enlargement efforts whenever you’re constantly closing new, profitable initiatives.
And which means understanding your agency’s proper to win.
Should you’re diligently pondering Proper-Facet Up, you’ve already targeted your consulting agency on pervasive, pressing, costly consumer issues.
Now it is advisable to be perceived as a viable choice.
The 4 questions beneath will provide help to establish the place you’ve got a proper to win:
4 Proper to Win Questions
1. The place does our consulting agency deliver extra expertise with the state of affairs or desired final result than every other different our prospects usually think about?
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 deal with prospects the place you’ve got 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 happening to win Emmy, Grammy and Tony awards. He can most likely 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, deal with the place you possibly can 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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