Clients will usually show you exactly who they are during those very first conversations in the discovery phase. And when they do, believe them.
If you’ve been consulting out on your own for a while, then you already know that sometimes, a client isn’t worth the money. In fact, bad behavior clients can actually cost you money, specifically in the time and energy it takes to manage them.
Here’s what to look out for before a contract is ever signed:
Is this a priority?
You want to ensure your engagement and the problem you’re there to solve is urgent and important to them, so look out for:
🚩Rescheduling meetings = not a priority
🚩Slow to respond = not a priority
🚩Requires tons of follow ups = not a priority
Are they disorganized?
Disorganized clients require significantly more time and maintenance throughout the engagement. Look out for:
🚩Assistants who frequently apologize = disorganized
🚩Calendar invites that don’t get accepted = disorganized
🚩Shows up late or not at all to your calls = disorganized
🚩Incoherent emails = disorganized (and a poor communicator)
Are they disrespectful?
I strongly advise against working with anyone who speaks to you and others disrespectfully.
🚩Dismissive in any way = nope
🚩Rude to their assistant = nope
🚩Speaks badly of others = nope
Do they try to outsmart you?
Look out for game-playing tactics in exchange for discounted pricing. Game-playing often ends in regret and resentment for the consultant.
🚩Dangling a promise of future work = game-playing
🚩Dangling a promise of big introductions = game-playing
🚩Dangling the prestige of their brand = game-playing
On the flipside, here’s what’s commonly thought of as a red flag but actually isn’t:
Pushback on your pricing.
I know it doesn’t feel good when this happens. But remember, it’s their job to make sure they are making a responsible financial decision.
It’s your job to show them how your pricing reflects your vast experience and the value and results they’ll receive.
PSA: If you want to see first-hand how The Upside will help you elevate your value and positioning for bigger and better clients, then save the date for our next Open House where I’ll give you an insider tour of what we do and how we do it + answer your questions, live!
When you experience red flags, you get to decide if you have the bandwidth to manage a potentially difficult client.
Always remember: the biggest luxury of being a business owner is choice.
(And there’s always the option of adding a PITA tax.*)
You’ve got this!
*The PITA tax (or “pain in the a** tax”) represents increased pricing in your proposal above your normal rate to account for anticipated aggravation, unreasonable turnaround times, or scope creep. Consultants use it to either compensate for the extra headache or price the difficult client so high, that they’re worth the headache.
