BD Paralysis

I know this might sound a bit odd, but do clients really care if we’ve worked with companies like theirs in terms of talent, size, or scope? Sometimes when I mention a few names, they seem completely unfazed.

I’ve noticed something about my new manager that I’d like to emulate—when he speaks to clients, he carries this relaxed confidence and isn’t overly invested in impressing them. Contrarily, I often catch myself sounding a bit desperate, spending too much time on our capabilities rather than truly listening to their needs.

I realize this might be somewhat abstract, but I’d love to hear from anyone who has faced a similar challenge and how they overcame it.