Do You Use the Policy Card When Combating a Client Side Policy?

The policy card is really a preface. When you deliver an objection to a client or a prospective client, more likely if you preface it with the words 'it's our policy that dot, dot, dot', then you're in a stronger position. You would typically play the policy card when you're combating a client side policy. With any new client, you should dig in become a little bit obstinate. The way to politely be obstinate is to playing the policy card.