WHEN A SEARCHER DOESN'T SELL HIM OR HERSELF...

“I don’t think your client is a good fit for this business” is how the call started. Why isn’t he a good fit given it’s a manufacturing business of a proprietary product and he’s a manufacturing engineer? And he helped grow a company making proprietary products 6X as the VP of sales and marketing. Doesn’t that mean something?

The buyer overlooked one thing; he didn’t sell himself well enough. Qualifications are nice but enthusiasm and relationship are what get you in position for a deal. He’s back in the discussion after my talk with the seller and his team and it’s a good lesson learned – you can’t brag but if you underplay your abilities and interest the perceived “lack of confidence” will hurt you.



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