Know When to Fold ‘Em
I said good-bye to a major client this week.
It wasn’t easy. I had provided capture planning and proposal management for this tech start-up for close to three years, working first as a full-time employee, and then transitioning to a fractional staff role.
Over these three years, I am proud to have been part of the team that helped the business:
Win an average of two new statewide government contracts per year, representing 200% growth in the newly formed government vertical.
Secure placement on two major group purchasing contracts, making their product accessible at discounted rates to a majority of state government entities in the United States.
Achieve its financial goal of net profit without additional investor capital, an essential milestone for a start-up.
Implement scalable proposal response processes aligned with industry best practices to help the business build and sustain in-house capacity to continue to write winning RFP responses.
While working out the terms of another annual fractional staffing contract, I realized that I had reached the limits of what I could do for this client. So I decided to fold my cards and walk away.
I call my business “No-Nonsense Business Development Consulting” because I don’t want to be the kind of vendor that takes advantage of clients. I could have continued to provide fractional staffing to the business, but I wasn’t helping them grow anymore. And this client has reached a stage where they want to grow their in-house proposal team and function. They have an ambitious plan and I am excited to cheer them on as they realize their goals.
This isn’t the best environment to say good-bye to a major client. But, I don’t consult because it is right for me. I consult because I want to do what is right for my clients and their businesses. Knowing that walking away is the right thing to do for their business helps me feel good about the decision I’ve made.
This means I have some room in my consulting schedule. If you have a need for an honest, hard-working and effective fractional proposal writer and manager, or a content writer and manager, please reach out. I promise I’ll deliver efficient and high quality work, with no nonsense.