That particular type of impostor syndrome that comes about when a BIG opportunity rears its head.

The one with the budget that’s going to be 10x anything you’ve charged before. You imagine the blind panic if you win. How will you deliver it?

In this situation, it can definitely feel like there is no syndrome. Pretending you can do this means you actually are an impostor.

But rather than rejecting it as unsuitable, something inside you says it would be amazing to actually do this work. Part of you thinks you’d do it well.

Should you go for it?

These opportunities will come and can level up your business.

This explains how to play it when you’ve got a big fish on the hook.

Is it too big?

The mindset you might find yourself trapped in is deciding if the project is too big.

I would get stuck thinking:

  • It’s too big a jump to go from charging £x to £xxx.
  • Going for this is pretending we are bigger than we are, and I’ll get found out.
  • We can’t win this work, and it’s a waste of time going for it.

The uncertainty is because you don’t know if you are right for the job.

Good news.

It’s not your decision.

You deserve to be in the picture.

From the outside, you look like someone this big business might want to work with (unless you think people with big, important projects just go around talking to random people for fun).

First check: are you lying on your website? No? Well then, you belong here. Now here’s how to act like it.

The key thing to remember is that this isn’t your decision—it’s theirs.

You worked hard, did great work, and built your reputation.

Your job is to turn up and represent yourself. That’s all.

It might be that they decide you aren’t right. So be it. But you shouldn’t assume that’s the case.

And with a bit of storytelling, you can stand out.

How to sell yourself

I used to make out like this client was part of our journey. Show how you’ve stepped up in the past to larger clients and how this is the next step. You are getting the chance to prove what you can do and they have just found the next big thing.

Some clients actually will get a buzz out of “discovering” you while their competitors keep using the same big agencies with their tired ideas. Learn to spot these people.

These forward-thinking clients will often be happy to take on some of the risk around using a smaller team in order to access access your talent and ideas. They may even supply their own people to support you.

In these situations, you’ll likely have a champion within the organisation. Make sure you let them coach you through the sales process.

Should you be honest and point out that you are small?

Don’t lead with the fact you are small—it sets the wrong tone.

But don’t be afraid of being honest if it comes up. If they want someone who’s done big clients before, then they’re going to ask, so have an answer.

There are 2 truisms you’re going to be faced with:

  • “You don’t want to be anyone’s biggest or smallest client”
  • “No one ever got fired for hiring [insert name of big established company here]”

These concerns are about risk. Can you deliver with a small team? Are you about to go out of business?

How can you prepare something to show them you’re stable and that while it’s definitely a challenge, there’s no chance of your buyer getting left with a failed project and damage to their personal reputation?

Not being honest isn’t a long-term strategy.

Just be clear (but persuasive) about what you have done and what you can do, and build a story of how you’re ready for this opportunity.

Ultimately, it’s up to them to decide.

Whatever the decision, get feedback. If you don’t get this one, you’ll get the next.

Conclusion

In the journey of every business, there are inflection points where, instead of steady growth, they make a gear shift.

A big contract is one of these.

Go for it. But don’t sweat. This won’t be the last big opportunity. These big step changes come along. Win or lose, you’ll learn and grow.

Your only responsibility is to keep turning up.