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?