What really defines the quality of your services business? Maybe you think it’s your team, or the value of your service offerings, or your ability to deliver what you promise. Well, these are table stakes.
You’d better have a great team, a compelling offer, and the unquestioned ability to deliver on your promises. Clients don’t buy mediocrity—at least not intentionally.
Beyond the table stakes, the quality of your clients is what drives the long-term health your business. That’s why the best performing organizations are constantly looking to ratchet up the quality of their client lists.
We’ve all worked with difficult clients, and understand how poor relationships sap the energy from a practice. Most times, we get into these bad situations because we’re not clear why we’re agreeing to work with a particular client, other than the promise of payment.
What’s your definition of a perfect client? How many of your clients fit that definition?
The easiest way to lose your sanity–and damage your business–is to work with clients who make you crazy. Before you agree to proceed with any client, forget the initial enthusiasm that comes with landing a new assignment and ask yourself, “How will this client add to the value of my business?”
You may find that you walk away from more “opportunities” than you think.
{ 2 comments… read them below or add one }
Love the post Michael. Question: In your opionion, what are the red flags that indicate potentially “bad” clients?
- Nick Wright
Nick,
Among the reasons that indicate a potentially “bad” client situation:
Poor personal or team chemistry with the client
Infrequent communication
Never-ending scope changes
Lack of management support
Unrealistic client expectations of value
There are many more, but you get the idea.