June 23, 2011

“We don’t want you!”

It was a nice email to receive. The business development executive of a big company who became partners with our client in one of our recent projects wrote: ” [...] it was a pleasure to work with you and your team. [...] thanks for your guidance throughout the project”. I could not keep myself from smiling.

A couple of months before, during the negotiations, our client had received a message from the same person. The message was lengthy, explaining various advantages why our client should be partnering them and why the future does not look as bright as we had described to them in the previous meeting. The last paragraph of that letter was assigned to me. :)

“I didn’t like very much the attitude of Mr. Soyer (but I don’t give any judgement about his professional ability), and I didn’t like the fact that he was always at the centre of the attention”. He was asking our client to get me out of the negotiation table.

I always enjoy it when prospects want us to leave the table and want to negotiate with our client alone. We had shown the prospect why our client is more valuable than the prospect wanted to acknowledge aloud. Sure they do not like it.

As to the project stated above, our client kept us at the negotiation table and received the rewards for it. Today after a couple of months into the partnership the company is doing even better than we had predicted it would.

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