Stop Doing Spec Work - Here's How to Decline Politely and Still Get the Job

Industry & Career
1

Spec work is one of those discussions that gets repetitive but I want to approach it practically. Not “spec work is wrong” (you know that) but how to decline it in a way that keeps the relationship and sometimes converts it.

Scripts that have worked for me:

For cold spec requests (“send us some concepts”):
“We don’t work speculatively, but I’d love to show you what we’ve done for similar briefs and talk through how we’d approach yours. Would a 30-minute discovery call make sense?”

For paid competitions from companies you want to work with:
“Our standard engagement starts with a paid discovery phase. For the same investment, you’d get work developed with your specific brief rather than a competition brief. Interested in that conversation?”

For “just a quick logo to see your style”:
“Our portfolio shows a range of directions across different briefs. Which examples feel closest to what you’re imagining? That’ll tell us both whether we’re a fit.”

The common thread: redirect to your value, not their request. They want to reduce risk. Show them a lower-risk way to work with you.

What phrases or approaches have worked for you in declining spec?

2

The discovery call pivot is my go-to. It reframes from “we won’t do spec” to “here’s how we actually do this well.” The conversation shifts from their terms to yours.

3

Portfolio redirection for logo requests is smart. You’re answering their real question (can you do this kind of work?) without doing unpaid work to answer it.

4

@Grndest_Flow for established companies running unpaid competitions: “We focus on direct client relationships where we can develop work for your specific context. Happy to talk about what that looks like.” Polite, positions you correctly, no apology.

5

The key is removing defensiveness from the decline. You’re not refusing them, you’re redirecting to how you work best. That distinction changes how it lands.