YES, YOU CAN CHOOSE YOUR CLIENTS
Ivy Slater
Business Coach | Speaker | Author | Podcast Host | Serving Women Business Owners + Corporate Sales Teams
At a recent Slater Success Team Retreat, a provocative issue was raised about whether or not we are exclusively working with clients we “like.” After 16+ years of leading a coaching and consulting company, I’m happy to report that the answer is YES!?
Of course, this wasn’t always the case. I faced many challenges when I was a young mom raising children in New York City while, at the same time, hustling to build a book of business and a client base. There was a standstill in my previous printing company created by the September 11th bombing in 2001. Slater Success was founded in 2008 during the most severe worldwide economic crisis since the Great Depression. And, the COVID-19 shutdown in 2020 challenged Slater Success to grapple with meeting payroll.?
These are not ideal conditions that allow for being selective about clients based on personal preferences and ease of doing business together. Nevertheless, much can be learned from moments of adversity. When working with challenging clients, I noticed a clear but disturbing pattern. The process was taxing and exhausting, leaving me utterly depleted of energy by the end of the day.?
Working with people you don’t like is demotivating. And it spurs me to devote time and effort to seeking lucrative relationships with people who share my values and sensibilities. Slater Success takes a proactive and constructive approach to managing client relations, with a positive attitude towards business development.?
Some lessons I hold dear that I learned along the way have led to today's happy collaboration with our C-Suite and upper management clients.?
“Getting to Know You”
It's vital to get to know your potential clients before signing a contract with them. I am happy to meet with people and companies several times before signing a contract.? I want to make sure there is mutual alignment of values and goals and, most importantly, that I like the people I am going to be working with.? ?
Insights Matter
Often, I find these leaders bring valuable expertise and insights to the table, and working closely with them can help identify new opportunities, navigate challenges, and deepen our role as trusted advisors.?
A Culture of Trust and Innovation
Build strong relationships with key stakeholders -- especially those driven by mutual respect and likability. When the way you do business lines up with your client’s preferences, it creates opportunities for providing unique and innovative solutions.?
领英推荐
Chemistry
Productive work with few conflicts results from a good team-client fit. When the team and client are aligned in terms of goals, communication, and expectations, the whole process runs smoothly.?
Impact the Client’s Business
Lastly and most importantly, deliver services that significantly impact the client’s business. This usually takes the form of impacting their top line or bottom line (or both.)
But impact can also entail other forms, i.e.,
By sticking to my policy, I am never waiting for contracts to reach closure so I can move on.? If anything, when a contract is coming to an end, my clients are often leaning in and excited to continue our work together to fulfill our next steps in visions and goals. Building close and caring relationships with clients leads to effortless sharing of family stories. I enjoy hearing about their loved ones and they, in turn, have been asking about my new baby granddaughter. There is a level of caring and respect that has been established.
_________________________________________________________________________
Ready to Transform Your Business Strategy?
Connect with Slater Success today to explore the way you, too, can choose your clients. Together, we'll harvest the power of creative ideas and inspiration for your business's success.?
No matter what industry you are in, our expertise can guide you towards expanding your business by year-end and for every year to come. Let's collaborate to cultivate innovation, foster customer connections, and set your business to continuous success.
Business Coach ??Productivity Coach Specializing in Helping Coaches, Consultants, Entrepreneurs Get Out Of Their Own Way.?Avoid Burnout, Be Super Productive ? Find, Hire Train VA's | Author | Speaker | Podcast Host
6 个月Absolutely, Ivy Slater! Choosing clients who align with your vision is key to business growth. It's empowering to work with those who appreciate the value you bring. Your insight is spot on, and it's a game-changer for any business leader. Cheers to 16+ years of success and the freedom to select clients who contribute to that journey!
??? Guiding Lawyers, Law Firms & Professional Services Firms in Growing & Scaling their Practices, Increasing Revenue & Creating a Pipeline of Ideal Clients | Personal Branding Expert | Consultant | Speaker | Avid Foodie
6 个月Wonderful article, Ivy Slater. Not only do you speak to the pivotal moment in one's practice when we have the freedom either to turn down a client or "fire" a client, because it's not a good fit, but also to the importance of taking the steps to identify and attract one's ideal client. Michael Port refers to this as the "red velvet rope" theory. He captures the concept of having a red velvet rope within which reside the clients you want to work with and the clients you want to want to work with you. That is where we should put our time and energy. So, as you say, you have chosen your clients and you love your clients. Great article! Thank you.