This was a company I had been pursuing on and off for the last several years. They had an incumbent they felt was doing well enough and didn't see a need for a change. Over time, the incumbent continued to slip on their performance and it became a necessity for the client to select a new provider. Based off of the information gathered over the last several years we were able to separate ourselves from the competition based on the specific pain points the client had shared with me. Always good to win one away from a competitor!