“Can I ask what the deciding factor was in selecting us?” I asked. The client, sitting across the desk from me, put his hand to his chin, thinking about it for a moment. “You guys were the only ones that came at us with a unique approach,” he said. “That’s great,” I replied. “But what exactly? Sorry to ask, but I always like knowing what we did or did not do well.” “Sure, no problem. I understand,” he said. “You didn’t make a recommendation or pitch a product. You came to us with questions and a solution, if and only if the results […]