We recently had an experience that doesn’t happen all the time – we decided not to submit a proposal in response to an RFP that we received. Sounds crazy to turn down the opportunity for work but it really isn’t. We (and I’m sure others) do it more than you might think, though not often. Deciding which opportunities are right for your company is one of the most important things you can learn to do in business. Indiscriminately chasing every lead or potential client isn’t a smart idea; sometimes it means you lose money on the job or that you’re trying to deliver services outside of your true area of expertise. Understanding what your criteria are for working with particular clients is just as important as understanding their needs. Only then can you hope to achieve a truly successful business relationship for both parties. I covered this topic in part in a column last year: True Partnerships are a Must for Successful Staffing Providers.