When you lose a placement, it shouldn’t be a surprise. Your client and/or candidate have been trying to tell you for days and even weeks that they have changed their mind. BUT YOU CAN’T HEAR THEM. You’re too busy trying to recall a canned script or overselling the parts of the deal that are unimpeachable. Lots of energy is expended, lots of prayers are sent skyward and lots of nervous nights. It doesn’t have to be that way. First you have to HEAR what they’re saying. Then you have to MEASURE the concern, weigh your ACTIONABLE options, and deliver a solution without emotion. And if, as is sometimes the case, you have to abandon the deal, we’ll talk about how to do that with a certain level of grace."