Telling a Client "NO"!

Do you ever turn down business? 

What is your criterion for accepting a new client?

A prospective client asked if I ever refuse to engage with potential clients. I gave my generic response that I don’t work with companies known as polluters, of questionable ethics, or in specific markets requiring expertise I don’t have access to.

He called my answer generic, then asked more specifically if I would take on a project I didn’t think would lead to a win. In other words, would I want billable hours when I had low confidence the client would get their money’s worth.

My answer was an emphatic no. I absolutely won’t knowingly take a quick payday on clients I don’t think I can help or I find objectionable.

Some examples I gave were:

1)     A CEO or executive team who obviously is looking for another excuse not to change. I call it the diet book client. These are people who have shelves filled with diet books they happily purchased but never followed. These books represent proof that losing weight is impossible for them and they are willing to pay for that excuse.

2)     Companies who have a reputation of not paying or trying to renegotiate fees on the backend to short on their commitment. Ethics matter and I try to exclude those who don’t pay their bills..

3)     A company that doesn’t have the resources financially or a staff capable of implementing the types of recommendations that we may arrive at. Taking payment to create a plan that will never be implemented and empties their treasury can rarely lead to a win for anyone.

4)     A team that shows their cards that they can’t back up their claims of what their products or services can do with data and proof. In other words, faulty products, concepts, or ideas.

5)     A company who behaves public in ways I’m opposed to. For example, if they have bigoted hiring policies, publicly donate to causes I find offensive, or similar, I choose not to be affiliated with them. 

6)     Folks who make it clear that they are fine with dishonesty, trickery, or misdirection.

The list of course is bigger for me but left me curious about others who are in consulting or sales. Are there more reasons why you refuse to engage than the ones I listed?