By Charles H. Green, Contributing Editor
Suppose you're bidding on some work, and the client says, "I might as well tell you, you have two competitors on this job: Widget Associates, and Smithtown Group." Do you then:
a. Say nothing.
b. Seize the opportunity to make a differentiating statement about your own firm.
c. Hold your fire, and discretely refine your approach later in the process.
d. Say, "That's interesting – care to share why you chose the three of us?"
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