Ep 71: How Much Should You Give Away Before the Contract Is Signed
Jay and Sarah get into the disagreement that comes up most in their business: how much time and effort is too much during biz dev. Jay leans into exceeding expectations on every deal, even before a contract's signed, because he sees it as building a relationship for the long haul. Sarah worries that mindset eats into profitability before the work even starts. They trace it back to their different wiring, one relationship-driven, one process-driven, and talk through where the line actually sits between earning trust and giving away margin for free.
Chapters
00:00 Kicking off with a little…
The skinny
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