We once told a client their goal was impossible.

This client had a specific return target, a certain dollar figure they were fixated on. On paper, the number made sense. But during due diligence, we discovered that it was unachievable under current conditions.

Some firms would have pushed forward anyway, hoping for the best.

We didn’t.

We walked the client through what we’d uncovered about the economics, the assumptions, and the data. Then we offered a better path. One grounded in what was actually possible, not wishful thinking.

Personally, I’m a big proponent of the “never quit” mentality, especially when the issue is something like burnout or ​​the discomfort of conflict.

But when a client’s expectations can’t align with the facts, our team doesn’t force a finish line. We stop, bring in all of the partners and key stakeholders, and redirect. That’s the responsible choice.

We have limited energy, and we choose to spend it where there’s a high probability of shared value.

Our clients deserve honesty and clarity, not comfort built on false hope.

Mark Lester, Principal, LANDCO NEXA