A small sub is bound to look at a GC and think they are simply too big to fight. I’ll just take what I can get and lick my wounds knowing I was just unfairly disadvantaged.
Well don’t be. Simply be creative. Find their pain point and drive a spear through it. (That is literally figurative, no violence necessary) but be it a public image concern, an owner relationship they are trying to save or even a BAD product recommendation/spec don’t defeat yourself but look at the problem. Look at it some more. And at least one more time look for that weak spot. It’s there. Find it and get paid or walk away hoping next time is better.