The instinct to say “yes” to a re-pitch for a long-standing client is strong. You know the brand, you’ve put in the hours and loyalty runs deep.
But the truth is: it’s OK to say no.
Pitching as the incumbent is a tricky position to be in. There’s history and a degree of expectation, even emotion. Walking away seems unthinkable.
But sometimes, the bravest and most strategic decision you can make is to step back.
Here are the 3 killer questions to ask yourself, before you accept that RFP:
- Has the relationship changed?
New people in the room, shifting priorities, scope creep or ongoing budget tensions can all be signs that your partnership has run its natural course. - What’s your honest chance of winning?
Not based on the past, but on how things stand now. Are you genuinely in the running – or just there to keep procurement honest? Admitting that you’re a filler takes guts. - Is it worth it?
What’s the emotional toll on your team? What other opportunities will you miss while you’re trying to (re)prove your worth?
Sometimes the best – and most strategic – thing you can say is: “We’ve loved working together, but we’re not the right fit for what you need next.”
If you want to know more get in touch emma@wearebeckon.com