A few weeks back, I caught myself falling into an old trap.
We were in the middle of quoting a project. The scope was ballooning, the deadlines were ridiculous, and the client wanted everything at yesterday’s prices.
And for a moment, I almost agreed.
Even after five years of building EUX, even after negotiating an acquisition deal with DA, even after proving that we can handle some of the toughest eCommerce and integration projects in Australia – I nearly sold myself short.
Why?
Because when cash is tight, when the overdraft is breathing down your neck, and when the pipeline feels thin, it’s tempting to think, “Maybe I should just take it. Something is better than nothing.”
But here’s what I’ve learned the hard way:
The wrong project at the wrong price will drain you faster than having no project at all.
Early on, I used to say yes to everything. Discounts, scope creep, endless “quick fixes.” It nearly killed my margins and my energy.
Now, I remind myself:
- The Adrian that’s already negotiated with enterprise clients doesn’t discount his value.
- The Adrian that’s already survived the tough months doesn’t bend out of fear.
- The Adrian that’s building toward an exit doesn’t waste time on work that won’t get him there.
Takeaway: Don’t let scarcity thinking trick you into playing small. You’ve already proven what you can deliver. Price and act like the version of you who’s already won.
