Integrity always wins (eventually)

A few years back, our firm had an opportunity to pitch a new prospective client. It was during a time when we really needed the work as we had just gone through a big dry spell.

Thankfully, there was enough trust between us and the prospective client that they were willing to be transparent about what we were up against. They were rooting for us, but to get their business, we would have to match the other firm's price and timeline.

Our proposal's price was twice as much, and our timeline was three times longer. Further, we would have to trim out some key elements of our proposal that we knew the client needed.

I've been here before.

Like déjà vu...the competing firm was telling the client everything they wanted to hear.

Whatever it takes to get the sale and win the work. Compromise your values at all costs.

I knew that to match them would require us to commit to something we knew wasn't possible. I would have to put my team in a compromising situation, compromise our values and the integrity of our work, and ultimately compromise the industry.

What I was being asked to do, was to stoop to the other firm's level and lie — we were being asked to compromise our firm's most sacred core value of Integrity.

In moments like these, much of society will tell you to have a killer instinct in this dog-eat-dog world. Tell people what they want to hear and give them what they want. Then, your good ol' buddy Fear steps in to justify, "If we don't win the work we won't have a company to return to!"

I'd like to give the other firm the benefit of the doubt - I hoped they honestly believed this was possible, but I knew it wasn't. So, I put on my big boy pants, mustered up the courage, and told the client exactly what they didn't want to hear, "I know from experience that price and timeline are completely unrealistic. Further, you're being sold on what you don't need, and it's going to come back to bite you."

We chose Integrity. And they chose the other firm.

A year later, the work still hadn’t been completed. Then, two.

Three years later the relationship had soured, the client had to cut their losses, and they started over from scratch.

In the end, the work took twice as long and cost three times more than what we originally proposed.

Déjà vu. I stand by our firm's decision not to compromise our integrity.

BUT WAIT, there's more. Then, there's our friend Sweet Irony...

A few days ago, one of their key decision-makers (who has since left the firm) got back in touch with me and presented us with an opportunity at their new organization. Ironically, this new opportunity is looking to be about three times what we proposed to their original company. That, and we'll be able to honor our process, do our best work, and uphold our core values - something that would have never happened had we compromised our integrity.

My fears never came true - we're still in business and doing just fine - all because we kept our heads down, always did our best to do the right thing, refused to compromise our integrity, and instead chose the high road along the way.

It can be really hard to honor Integrity at times. Especially when we feel like we "need" the business, and especially when not everyone is willing to play by the same rules.

Lesson learned: integrity always wins (eventually).