I’m in a snag at the moment. A professional ‘link’ I have (I call her that because our primary connection is via LinkedIn) reached out to me to see if I would be interested in consulting her company on a go-to-market strategy. Now the primary reason you may think I have a snag is because I am presently employed and this may cause all types of non-compete trouble – not so. The company is consumer facing (B2C) and is in no way related to what I do in my ’9 to 5′ or the audience we target. My snag is because I don’t believe in the product they are developing.
Now this is interesting to me because I value my time at home in the evenings and on weekends and already have enough on my plate (look at my poor blog here so neglected) so one of the reasons I am hesitating is because I just don’t have the passion I feel is required to devote my precious personal time to her project and upcoming company.
Maybe she has something and I am completely off in my thoughts and opinions – that’s fine. My snag is not my decision, it’s what I am going to do with that decision. How am I going to communicate my thoughts in a way that preserves our relationship? I can’t exactly tell her that her idea has been thought of a million times before, that I saw a million and one flaws in a demo or that I don’t have the time (me? lie? no way!). So what do I do?
It’s Not Personal, It’s Business
Where the heck did this quote come from? Errr – too much time on that one. Moving on 
Think about it though; it’s not personal, it’s business. So true in so many ways and so relevant to my current snag. How do I say this and show this? Well I have a feeling I am not the only one that has been in this situation so I thought I would share some thoughts on how I’m going to approach this and let you help me – please!
1. Be brutally honest
So the conversation may go something like “thanks so much for the opportunity. I’ve taken careful consideration of your idea and the product and I just don’t feel it’s a good fit. While I am not one to back away from any challenge, I feel like you have a steep hill to climb. Your product does have some interesting innovations but I can name a few successful companies that have not only done what you are doing, they have claimed the space. You would need to develop something really different to get any market share. So at this time, I cannot accept. If you are going to move forward perhaps I can connect you with some great people.”
2. Overprice
This would simply consist of me accepting the role on certain conditions. These conditions of course could not be met by the company. I could overprice the heck out of my consulting and simply take myself out of the running. Again, referring to someone great that maybe could help.
3. Suck it up and take the opportunity
Would you do this? I’m thinking this is the last choice I would make because as you read above, I pretty much made my decision. But still, this may be a pretty cool opportunity. I mean, what if the company does make it? What if I can help position ourselves competitively to be ‘different’? What if…what if…what if…
What do you think? What would you do?
Hey Christina,
I simply can’t involve myself with projects I don’t believe in. My integrity can’t be bought for any price.
If I don’t believe in what your product or service does for people, then I also believe it’s a waste of money, or worse, it’s ripping people off.
I have better things to do than with my time and talent than that. I like to make money, but not at the expense of other people’s losses… Hey, that sounds like those scoundrel investment bankers!
Having said that, give me a project I’m passionate about and I can move people, inspire people, infect people with my conviction and belief.
I would just kindly say, “It’s not a good fit, best of luck to you,” and move on.
I’m like that.
@Mark_Harai Im thinking the same thing Mark. I just feel bad inside because I know they want help and they believe in it. It’s tough really.
Hi Christina,
For someone who works for myself, I’ve turned down a lot of work over the years.
My own feeling: if you’re not comfortable, just say no. You don’t have to give a reason; it’s just not right. (I used to tell friends who wanted an excuse not to go somewhere or on a date that “I’m busy” can mean I’m painting my toenails tonight or I want to watch TV.
Here are some reasons to consider the gig:
1) You like the people you would be working with (I’ve taken work with companies I’m not so crazy about because I liked my client, and they’ve always worked out okay)
2) You want the cash (nothing wrong with that)
3) You want the consulting quals, and to be able to say “I’ve consulted for…” (also nothing wrong with that)
Reasons to Say NO (but not the reasons you have to give them for saying NO):
1) You don’t think you can help (if you really think the product won’t succeed, can you really help them sell it?) — this is a big red flag, because you don’t want to take a gig and then have no success
2) You don’t like the people you’d have to work with (why work with people you don’t like, especially part time?)
3) This just isn’t the right opportunity, and you’d rather be watching Mystery (okay, channeling a friend of mine years ago on a date, but you get the point).
Good luck. Call me if you want to bounce any of this off me. Lots of expertise in picking & turning down consulting gigs.
@dariasteigman Thanks so much Daria. I have decided to walk away because it’s not the right fit. It’s a tough one – I think it would be tougher if I didnt have my current full-time job working for a company and consulting was all I did. Then, I may take the cash and go for it.
@dariasteigman What she said.
Option 4 (aka 1B + 2) – Be honest about why YOU are not the right fit. They’ve got a challenge ahead, a new product in an already competitive marketplace. It’ll take money and time – full time work, which can’t be done nights and weekends, can’t be bootstrapped. For what you would charge, they’re better off finding someone who can be dedicated to their goals, not moonlighting.
Ahem..
Then there’s also MY peeve as I’ve done too many of these (and also, not enough). My emails read like mini-RFP responses, so much valuable consulting advice that neither gets me the gig nor any compensation. Sigh. You’re already giving away consulting if you go w/ option 1. It’s a trap of.. you can’t propose what they need to do w/out already doing the analysis, consult work. Website reviews, oy! I need to revisit my Coffee Consultation Rules.
FWIW go w/ @dariasteigman on not needing to give a reason. “Flattered, thanks but no thanks.. maybe some other project” is a perfectly acceptable answer and should burn no bridges.
@3HatsComm I think you are both right! It’s not a good fit and honestly, I think they should hire an agency. They can’t afford a full-timer that can do what they need and a consultant is often just 1 person. An agency can give them a team for cheaper than a salary – I think. That’s what I went with and it’s honest and I also feel like I helped them without leaving them hanging.