How to Win Projects With Persistence

Back in 2020, I sent an email to the founder of a reputable law firm in Cyprus to request an introductory meeting to explore avenues of mutual interest. My message went unanswered. At the time, I assumed my transition from being a partner in a competing law firm to founding my consulting business had raised eyebrows.

Fast forward to June 2024—after completing various projects, publishing numerous articles, delivering several talks, and benefiting from satisfied clients’ word-of-mouth interactions—I decided to reach out to the same law firm again. This time, I reconnected with them after a brief LinkedIn engagement on a topic of mutual interest. To my surprise, they were now eager to meet.

During our meeting, which lasted several hours, we discussed a broad range of challenges facing the legal profession, from intergenerational conflicts and the difficulty of motivating junior partners to the erosion of traditional service lines and the psychological pressures of maintaining profit margins. As someone who had fully experienced the difficult legal world before shifting to consulting, I was well-prepared to address these issues, drawing from my experiences and new perspectives.

Interestingly, the founder shared why they hadn’t responded to me back in 2020. They initially saw my departure from a stable partnership as a risky, perhaps even fleeting, venture. However, my sustained success in the consulting field over the years had changed their perception. The founder admitted that my resilience and longevity in a highly competitive and skeptical industry had proven my credibility.

We are now in the process of discussing the terms of a consultancy agreement that includes a comprehensive culture x-ray, a series of workshops, potentially a corporate retreat, and a re-evaluation of the firm’s values. This project will not only address the identified pain points but also lay the groundwork for a more aligned and motivated team.

Key Takeaways:

• Perceptions Evolve: Persistence can turn initial skepticism into acceptance. Stay committed, and what was once a “no” can become a “yes” over time.
• Meetings Signal a Need: A positive response to an introductory meeting more often than not indicates underlying challenges. When a busy professional agrees to meet, it’s usually because they see potential value in what you offer. Come prepared to identify and address their pain points.
• Comprehensive Proposals Win: After the meeting, I compiled all my observations into a detailed proposal. This included clearly identifying the pain points, outlining my services, offering financial details, an NDA agreement, and providing a timeline. Thoroughness can often be the difference between a missed opportunity and a signed contract.

Final Thoughts:

Success in consulting isn’t just about being knowledgeable; it’s about perseverance, timing, and understanding your client's evolving needs. Have you encountered similar situations where persistence paid off? Share your experiences in the comments!

Best wishes for a productive autumn,

Philippos