Sometimes these things just happen, it's difficult to turn down a price tag that is that much lower. Things that help in the general case are doing a great job(

Sometimes these things just happen, it's difficult to turn down a price tag that is that much lower. Things that help in the general case are doing a great job(obvious), building up hard to replace domain knowledge, and nurturing relationships with the client and personnel. But it's hard to know how you could of done things differently without knowing more about the circumstances. Who made this decision and what was your relationship to them? (Sometimes the people you interact with value you work, but people farther up the chain see less of the qualitative advantages and more of the quantitative costs associated with working with you.) Another common sales tactics is client education related to disadvantages of alternate offerings. So you can talk about the hidden costs(like managing 3 people in wildly different time zone is more difficult and time consuming than 1 person down the street) and developer churn associated with off-shored software(and retraining associated with this churn). Clients with expensive personnel will value on-shoring. For instance a law firm won't wants to pay their very expensive lawyers to manage an off-shore project. But only sure fire way to find clients that won't offshore is to work exclusively with clients that are looking to onshore after an off-shore project just blew up.