I’m a bit embarrassed to relate this. And I do not advocate treating clients this way. It is childish and unprofessional. (But it felt good.) In general I adore my clients. I offer this only because the statute of limitations has expired. Here’s the story.
Clients
Playing hard to get
I’m beginning to suspect that it’s smart, at least sometimes, to turn down and beg off assignments from time to time (even if you really want them.) It seems to be, paradoxically, good for business. And no, this is not about hauteur. This is not about being a diva or a prima donna. It’s about [...]
When to say no: A budget mismatch
This is a lesson I have to re-learn every once in a while: If you’re working at the lower limit of your fee range, and the client is at the upper limits of their budget range, step away. Better yet, run. When it’s small potatoes for you, but a major deal for them, it will [...]
This counts as much as skill. Or more.
Think carefully about how you make clients feel. Do they like to call you? Do they feel better after talking to you? This may sound like touchy-feely silliness, but it’s critical to your bottom line. Because clients will tend to business with you (or not) based on how you make them feel. It counts as [...]
Cash Cows: Care and feeding
As a rule, it is more profitable to have a handful of big and busy clients rather than dozens of smaller ones. You can be more productive and efficient doing repeat business with familiar clients. There is no learning curve and less administrative and marketing overhead. The more of these big clients in your portfolio, [...]
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