Recently on a major pitch, the other bidders were promising the earth and were trying to impress the panel with their expertise and capability. We thought what the client was trying to achieve was not possible.

We spoke simply and plainly about why we thought this and provided them with a solution that didn’t meet all their needs but was achievable. After the presentation the team thought we had blown it. However we won the job as we were the only bidder that came across as credible and the client thought they could trust.

Stating your considered view clearly and honestly, even if it is not seen as the ‘political’ thing to do, may appear risky at the time but is likely to be rewarded in both the short and long term.