How to Choose Great Clients
One of the keys to building long-lasting client relationships is selecting clients that are a good fit from the outset. The following qualifiers will help you assess whether a potential client aligns with your company’s goals and values.
1. Strategic Fit:
A. Opportunity: Is this client’s business within a category of opportunity for our firm?
B. Leverage: Can this relationship be leveraged into future, additional business?
C. Reputation: Is this a “name” we want on our client list?
2. Cultural Fit
A. Research: Have we thoroughly researched the prospect and believe we can work with them effectively?
B. Integrity: Does the prospect appear to be honest and straightforward?
C. Philosophy: Do we share a similar business philosophy with the prospect?
3. Financial Fit
A. Budget Clarity: Do we have a clear understanding of the client’s budget?
B. Negotiability: Is the client open to negotiations?
C. Profitability: Can we achieve a reasonable profit from this relationship?
4. Expectations Alignment
A. Clarity: Do we have a solid understanding of the client's expectations?
B. Reasonableness: Are the client’s expectations fair and reasonable?
C. Confidence: Are we confident that we can meet or exceed these expectations?
D. Client Reliability: Do we trust the client's ability and motivation to fairly assess outcomes?
5. Additional Considerations
A. Management Buy-In: Is there clear management buy-in from the client’s side?
B. Transparency: Have our questions about this client been adequately answered?
C. Red Flags: Are there any major red flags that could jeopardize the relationship?
It's always tempting to accept any client who offers to pay, but it’s crucial to avoid engaging with a client when there are clear signs it may not work out. If you are confident about the client’s expectations and your ability to meet or exceed them, you’ll be on the path to a successful, long-lasting, and mutually beneficial relationship.
For a no cost discussion of your situation and how we can leverage metrics-based marketing to grow your business call 630-363-8081 or email jeanna@smartprcommunications.com.
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