Early on, you’re desperate for any deal that seems halfway legitimate. Saying “yes” feels like validation and momentum, even to opportunities that aren’t quite the right fit. But as you start to scale, the ability to say “no” confidently becomes one of your most powerful strategic weapons.
The Tyranny of “But It’s Revenue!”
Sure, chasing every shiny opportunity adds a few dollars to the top line short-term. What it ALSO adds is:
- Distraction: Your team is only so big. Building out some custom integration for a client that’s unlikely to be a long-term whale pulls them away from your core product roadmap.
- Reputational Risk: Partnering with a mediocre (or even slightly shady) company because they’re waving a check tarnishes your brand by association.
- The Slippery Slope: One “small favor” for a partner leads to more asks, scope creep, and suddenly you’re their unpaid product development arm, not a strategic peer.
- Stifling Your Innovation: Getting locked into a multi-year deal with the wrong partner can make it impossible to pivot or pursue bigger opportunities down the road.
Turning Down Money (The Right Way)
- Know Your Worth: What are your long-term goals, and will this partnership demonstrably move you closer to them? Be specific, not just “well, it’s exposure…”
- The “Hell Yes or No” Test: If you’re not genuinely excited about the potential, it’s a bad deal waiting to happen. Enthusiasm fuels those extra hours needed to make partnerships truly successful.
- Offer an Alternative: Instead of a blunt “no”, can you suggest a smaller pilot project, a referral to a different provider, etc.? This maintains the relationship for the future.
- Blame It On Me: Seriously, saying “our investors/board won’t approve this structure” takes the pressure off you personally, and leaves room to revisit later if circumstances change.
[tagline] Focus isn’t just about what you say YES to. Saying NO to the wrong things creates the space to say YES to the truly transformative partnerships.[/tagline]
