Recessions are hard. And the next few years are going to hard for #HigherEd. Throw in the whole pandemic, and businesses are reeling. Cash flows are tight. People want revenue.

We turned down money last week. I've been thinking about it for days. Because I'm so damn proud.

A repeat client expressed interest in a service we're selling to campuses to help them with yield and melt. He had the budget and wanted a proposal ASAP. Because we know this client and their conversation, we knew what to expect. And @StephenApp didn't think it was the right fit.

This service works really well for some campuses but not all. We knew it was likely it wouldn't provide the results for this client that it was for others. So the client didn't get a proposal. They got an email from @StephenApp saying he didn't think it was their best option and:

"I know that you have to fight for every dollar you spend from now through at least June; I want to make sure you're getting the largest ROI on those investments, even if that means spending it with someone else."

It takes guts to write this. But it's the right thing.

Part of the charge to our business development manager is to own the integrity of the sales process. That's what this looks like. Proposing and selling only services that align with our mission of empowering campuses to achieve their strategic goals.

Not only is this good for clients, but it's good for our client-facing team too. They only end up doing work that is valuable. No busy work just to bring in some dollars. We can do this because we know there are more value-creating opportunities out there than quick money grabs.

If you're curious about working with @CampusSonar, please reach out. If it's not a good fit, we'll tell you. If there's an opportunity to empower you with actionable insights from online conversation, we'll give you what you need to fight for the dollars.