The Desert of Arizona
Sunny 68 Degrees
Today, I’m going to introduce you to Client A and Client B.
Client A is running a micro business with revenues of $200K per year.
Client B is running a small business with revenues of $30 million per year.
You end up working with both.
Today, you’re going to be a consultant charged with the task of growing the businesses of Clients A and B.
You’re going to deliver the EXACT same result to both: a 10% increase in annual revenue.
For Client A, your work results in an additional $20K of revenue per year.
For Client B, your work results in an additional $3 Million of revenue per year.
Which client is more willing to gladly pay you a fee of $300K for your contribution?
Kind of a silly question, now isn’t it?
There’s a lot of talk about getting clients, attracting clients and closing deals. But not too many people zero in on what I’ve found to be one of the most important parts of working with clients:
CLIENT SELECTION
And really, the most important part of client selection isn’t so much who you choose, it’s the majority that you DON’T choose. Choosing the one you want is easier than staying away from all those you don’t.
But it’s something you control. No one can force you to accept a client that is not right for you.
No one can force you to accept a client in a situation that does not lend itself to you making an enormous and valuable impact.
Only you can force yourself to do this. You control what game you play.
Are you making smart choices?
If not, think about who you really want to attract and start making a commitment to do that.
Then ignore everyone else.