It’s Time to Set Your Ego Aside and Compete to Win

At the start-up stage, entrepreneurs are often a Jack of all trades out of necessity. However, once a company has grown to the stage where it hires qualified employees from among competing applicants, it’s time for Jack (or Jill) to acknowledge that he or she may no longer be the most qualified person for every job. This can be an expensive lesson to learn when it comes to selling a big-ticket product or contract to a prestigious prospect. In this case study, one founder learned the hard way that the prospects his company now sold to use a formal, rigid selection process, not the informal process he’d used to win his early customers.