Can We Help Solve the Problem?

From time to time, when discussing a potential project with a prospective client, we realize that the solutions we could bring to the table are not the ideal options for the project. What do we do?

We discuss the most likely project options with the client, and then we tell the client that we are unlikely to be a good fit because we are not experts in the solutions that will best serve the project.

We are prepared to lose the business on that project. But, two surprising things often happen:

• The client hires us anyway. Many clients appreciate the value of having an honest advisor on the project, so they will hire us to help specify the project, hire a consultant, or provide project management oversight.
• The client hires us for another project. Most organizations have multiple projects. Although you or your company may not be a good fit for a particular project, the potential client is likely to remember your candor and engage you on a different project.