Bad-fit clients will drain your energy and focus away from your good ones. And that’s not good for business.
The minute you take on clients with red flags, you run a high risk of this happening. Once you see one red flag, there’s usually many.
The red flags may look like a sales process where they treat you like a subordinate, or them saying they’ve churned through several consultants before you, or any number of other examples.
Whatever they are—and there are many to watch for—it’s important you pay attention to them.
The most critical part of your selection criteria should be your relationship with the prospect.
How do you feel during the sales process? Do you sense a connection? Will you get along with them? Is there a relatively high degree of mutual trust?
You don’t need to become best friends, but establishing a positive connection is the foundation to a successful engagement.
Once that’s covered, only then should you analyze their goals and see if you’re a fit.
Choose your clients wisely—including the ones already on your roster.