The world’s greatest consultants continuously operate in a state of certainty. A state where they’re absolutely convinced that someday their unconverted prospects will become clients. So, even when a prospect goes with another consultant, the greats keep investing in that prospect. They don’t chase, rather they keep delivering value.
It's difficult to do, but so is being great. The greats consider the lost prospect (not as something lost), but it's an ongoing investment that will eventually pay o