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Too Many Cooks in the Kitchen Spoils the Broth
Please understand this truth, if you’re not speaking to the true decision maker or if you are being hired by committee, your value proposition will be diminished or your selection will be predicated on the outcome of side conversations or opinions. If you understand social learning theory, it suggests that individuals want to be perceived a certain way in order to court favor or approval. The problem for those who provide proposals in this context is this. Your perceived value is based on what is only seen on paper and you’re represented by someone else who wants to maintain social desirability. Neither instance serves you well, so it’s imperative that you meet with the decision makers before crafting a proposal to be dissected and torn apart in your absence.
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Nothing Will Remain If You Keep Giving It Away
You only want to provide insight and valuable content if you’re speaking with the decision maker. Why? Because many organizations will take what you share, i.e., frameworks, questions, timelines or even Scope of Work (SOW) and move forward with someone else they deem less expensive. Be smart and understand that your intellectual property is best left just that…your property. Additionally, you cannot reclaim the time that you gave away while preparing and sending those impressive proposals.
Create Realistic Paths to Success
You deserve an opportunity for success. That success is mitigated if you do not speak with the true decision maker or an individual who has been mandated to approve your work. You might be asking why? Well, think about this for a moment; contrary to what people may believe, prospects do not purchase bells and whistles or features and benefits. They work with you based upon your ability to help eliminate a problem and the perceived value that you bring when eliminating the pain they are facing at the present moment. For this reason, you provide the greatest opportunity to share your value, not someone who tries to convey your messaging without a stake in the outcome.
50/50 Chances Are Not Odds I Like
At the end of the day, make the decision to get in front of the decision maker. If the decision maker is not available, then you have a choice to make. You essentially have a 50/50 chance of being selected or passed over regardless of the strength of your proposal simply due to group dynamics. For that reason, go in with your eyes wide open or only work with your ideal clients. Thanks for reading and being a part of my community.
