Consultants, read this! Debbie Bermont shares her tips on when to walk away from potential new business. My favourite from her list:

#3: The customer expects you to invest time and resources into pursuing their business without any financial commitment on their end.

Starting out, we all experience this: rounds of endless meetings where you share lots of “free” advice. At the end of it all, you realize that the prospect falls into #2 on Bermont’s list:

#2: The customer does not appreciate the value of what you offer. [Not enough to pay for it, anyway.]

Hat tip to the savvy BL Ochman. You subscribe to her What’s Next blog, right?

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Writer, speaker, podcaster, communications and social media consultant, workshop leader and part-time university instructor. As a consultant, I emphasize the importance of storytelling and relationship-building, and enjoy helping people understand how today’s technology, combined with tried-and-true tactics, can help them communicate better with employees, customers and prospects.


  1. Oh, so true. Thanks for pointing to the list Donna. It’s always good to see something like this, then compare it to what’s happening in your own business. Unfortunately, #2 is all too common!

  2. Wouldn’t it be great if every consultant posted this on his/her blog or site?

    we could start money conversations on a different level!

    thanks for the kind words about my blog!


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