一个设计公司老板请我去招标会。不是帮他讲方案，是帮他听。

“帮我听听，”他说，“甲方到底想要什么。”

会议室里，气氛绷着。甲方代表坐得端正，话不多，本子翻来翻去。

我没说话。听。

轮到交流环节，我问了几个问题：

“你们公司从零到一，最关键的突破是什么？”

“如果有一天这个项目登上杂志封面，你希望使用者怎么评价它？”

“如果我们今天能达成协议，我们一定要做到的是什么？”

第一个问题，他停了一下。第二个，他开始想。第三个，他身体往前倾，话多了，语气松了。

嘴角有了笑意。

不是我问的问题有多高明。是他发现，对面坐的不是来“抢项目”的乙方，是一个想听懂他的人。

后来设计师拿下了项目。甲方说：“你们是第一个把我们的故事听进去的团队。”

赢的不是方案。是共识。

如果你也在‘甲方防御、乙方硬推’里反复消耗，与我联系，一起找到问题的根。你的时间与精力，应该花在高回报的目标上。

(案例已脱敏，经本人同意分享)

 

徐敏聪
成果教练 ｜为赢而练
我帮创始人及CEO先赢，再长。

​​

A design firm owner asked me to attend a pitch meeting. Not to present his proposal - to listen.

“Help me hear,” he said, “what the client really wants.”

The room was tense. The client sat upright, said little, flipping through notebooks.

I stayed quiet. I listened.

When it was time to talk, I asked a few questions:

“What was the single most critical breakthrough your company made from zero to one?”

“If this project ever makes it to a magazine cover someday, how would you want users to describe it?”

“If we were to reach an agreement today, what is one thing we must absolutely make sure to do?”

The first question - he paused. The second - he began to think. The third - he leaned forward. His words came more freely. His tone softened.

A smile appeared at the corner of his mouth.

It wasn‘t that my questions were brilliant. It was then that he realized the person sitting across from him wasn’t a supplier trying to “win the bid,” but someone who genuinely wanted to understand him.

The designer eventually won the project. The client said, “Your team is the first one that truly listened to our story.”

What won wasn‘t the proposal. It was alignment.

If you’re stuck in the same loop of “client defensiveness vs. supplier hard sell,” reach out. Let‘s find the root together. Your time and energy deserve to be spent on high-return goals.

(Case anonymized, shared with permission.)

​

David Tsui

Result Coach | Coached To WIN

Helping founders and CEOs WIN, then GROW