Is Business a Little Tight? Why Squeezing into a Bad Fit Won't Work

Whether you’re looking for business or a job, Fit matters.

When times are lean, it matters even more.

“Many companies will make the mistake in the current environment of chasing everything ‘under the sun’ and maybe make their problems worse.”
Dr. Larry G. Straub, Associate Professor of Management

I wrote and published this article on LinkedIn over a year ago (February 14th, 2019). Given the urgency surrounding reopening the economy, I’ve refreshed it and I think you’ll find it even more relevant today.

What’s one rule far too many companies forget when times are lean?

It’s the one that says, “Fit matters.” A good fit matters a lot. Ensuring a great fit matters even more. The same concept applies to job seekers too.

Have you heard the expression, “Bid on anything that moves”? It’s also known as the old shotgun approach.

We’ve all seen it… even in some of the biggest companies. It happens at the best of companies. They are not immune. People start to behave in strange ways when feeling the pressure of making their numbers or finding employment.

“I need a job… I can do this.”

Why does fit matter that much? Because it’s difficult to be all things to all companies. No, I take that back. It’s IMPOSSIBLE.

It’s really hard to make a bad fit… you know… fit.

And it’s rarely a good idea to waste limited and valuable resources trying.

The probability of winning the business or getting the job is much lower, so you return on investment will be lower. And there’s an opportunity cost that says you may have to pass on a much better fit down the road. One you don’t even know about yet, possibly because you have been wasting time and resources on this pipe dream.

You’ve got to know going in whether or not this particular customer or this particular opportunity are a fit for you. If not going in, as soon as possible thereafter. Before you decide to commit the time and resources.

Resources are more limited now than ever. You simply can’t afford to waste them chasing a lousy fit. And you can’t go after everything… it’s a feckless strategy.

I hope I’m stating the obvious. I’ve also seen it so many times with many small companies who came knocking on our door. They were so certain they could sell us something… if they only knew what it was.

First, ask yourself some tough questions.

As soon as you get the idea you may want to pursue a particular prospect or opportunity… go through the following questions with your team—

Why are we pursuing this opportunity? (Ask this one 5 – 7 times, until you can’t answer anymore).
Is it a good fit for my company? How exactly?
Are they in our niche and target market?
Do they make it through our decision filter? (You have a filter, right?)
How does this prospective customer fit into our business plan?
Should we be pursuing it at all?

Job seekers can work through the same list by simply changing the context…

Why am I pursuing this opportunity? (Ask this one 5 – 7 times, until you can’t answer anymore).
Is it a good fit for me? How exactly?
Are they one of my target employers?
Do this opportunity meet my objectives?
How does this position fit into my career plan?
Should I be pursuing it at all?

Be selective. Go for the best fit. The odds of winning go way up.

I’m here to help if you have questions. Click here to send me a note and we’ll set-up a time to chat!