The Client Letter
August 22, 2011
Sedona Arizona
RE: The Best Case Scenario Tool
Today I want to share with you a very simple tool to use when you’re making decisions about your clients or potential clients.
I call it:
The Best Case Scenario Tool
Here’s the situation:
You get a call today from a prospective client inquiring about your availability for a certain project.
The deadline you are given is faster than you are used to working. The fee is lower than your normal rate.
You’ve just had two projects fall through and know you are headed for a cash crunch if new business does not appear soon.
What do you do?
Do you negotiate the terms?
Do you negotiate the fee?
Or do you just “take the deal” and be thankful?
Your initial reaction might be to think, “I’m just going to take it… there’s no other business on the table, times are tough, I should just settle for this and be thankful.”
I’d recommend you think twice.
One of the rules I do my best to live by is this:
I will take no action that is ultimately based in fear (that includes fear of loss or lack).
There is one obvious exception to my rule. And that involves a situation where I’m being chased by a big angry lion. In that situation, I’d run like hell 🙂 But luckily, I’ve yet to encounter that.
The only reason you wouldn’t treat this potential client like any other client engagement is because of fear.
You’re afraid that by “pushing your luck” you’re going to lose the business.
Here’s a simple tool you can use to make smart decisions, even if your current reality is less than ideal.
Always make decisions in your business from the point of view of the “best case scenario.”
Here’s what I mean:
When you’re making client decisions, always do so with these two best case scenarios in mind:
1. You don’t need the money.
2. You don’t need the work.
This will ensure that you’re giving off energy that attracts success instead of repels it.
Am I suggesting that you never make decisions based on your current reality?
Of course not. We’re not robots. We’re humans. This is your business, so use your discretion.
In the words of Epictetus:
“Of course, there are times when for practical reasons you must go after one thing or shun another, but do so with grace, finesse, and flexibility.”
I’m saying that, for the most part, making decisions using the “best case scenario tool” will help you more than it will hurt you.
If you had 40 potential clients lined up at your door…
You wouldn’t work for peanuts.
You wouldn’t allow yourself to be rushed.
You wouldn’t do a lot of things that many independent professionals do (and come to hate later on).
The way to be successful is to act successful and make decisions like successful people make. Start today. You start by being successful on the inside.
You do that long enough and your outer reality will catch up. It will have to.
See you tomorrow,
Jason Leister
Clients Suck
Creating Success for Independent Professionals
ClientsSuck.net