The Two-Letter Word Every Fractional CTO Must Learn to Challenge

Hey there,

In one of our recent CTOx Accelerator weekly meetups, Casey Stanton, founder and CEO of our sister company CMOx, shared a story that made my jaw drop.

He was in talks with a private equity firm about a potential engagement. The PE partner was initially keen - until he saw Casey's quote. 

Then came the dreaded reply: "Thanks for your time, but we're going with another candidate who has more experience."

Ouch. For many of us, that's where the story would end. We'd lick our wounds, kick ourselves for quoting too high, and move on to the next prospect.

But not Casey. Instead of slinking away, he shot back:

"I'm happy to go toe to toe with the other candidate. I'm confident I have the experience to knock this out of the park. I won't concede unless you tell me to."

Long story short? The PE firm was so impressed by Casey's moxie that they not only brought him back to the table - they ended up offering him an even bigger contract than the original scope.

The lesson here? 

"No" is often just the opening salvo in a negotiation - not the final word.

As fractional CTOs, we're not just selling our skills. We're selling our conviction. Our clients are looking to us to lead with authority and advocate fiercely for the right solution.

So the next time you face rejection, don't be so quick to accept it as fate. Challenge it. Stand firm in your value. Remind the client what's at stake if they make the wrong choice.

The worst they can do is say no again. But the best? They might just realize you're exactly the partner they need in their corner.

Now, I'm not saying to be belligerent or disrespectful. But I am saying to be bold. Believe in your worth, and make sure your clients believe it too.

I'd love to hear about a time when you turned a "no" into a "yes" - hit reply and share your story. Let's inspire each other to stay in the fight.

In your corner,
Lior

Lior Weinstein
Founder & Head Coach, CTOx