Issue: A prospective client is a huge fan of your service but doesn't have the resources to retain your business. At the the RFP stage, how do you maintain the prospect's brand loyalty and evangelism without discounting your rates or degrading your service?
Example: In this clip from Breakfast at Tiffany's, Ms. Golightly and Mr. Varjak want to experience the Tiffany & Co. brand but are completely out of their league in financing the experience.
Resolution: While the immediate sale was negligible, Tiffany's representative engages in conversation to identify a workable solution. He retains brand loyalty and the potential for future sales as the fortunes of Mr. Varjak and Ms. Golightly rise.
That's how you can pull a Tiffany & Co. ring from a Cracker Jack box.
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