How to Win Without Pitching Land

In win without pitching land, we're often talking about RFP when derailing an RFP. The challenge is how do you win this piece of business without going through the RFP? How do you derail the RFP and still win the business? You could say, hey, number one, thank you very much for thinking about us on this project. And then as you mind already that uncomfortable pause, you just wait and just wait for lean into the uncomfortable silence.