One of the functions of business development is to keep bad clients or other poor fits out. Like the gatekeepers at our clients’ companies, we must establish who is allowed in for meaningful discussions and who should be gently guided away to a more appropriate relationship with our esteemed competitor. The fastest way to efficiencies in our business development approach is to unabashedly uncover important information early and use that information to make an honest and practical assessment of a fit. The answer to the question, “Can and will the client afford us?” is vital information that we must resolve to uncover as soon as possible. Walking away from those that cannot pay us what we are worth lowers our average cost of sale and preserves both our positioning and any future business opportunities with the client.

Discussing money early is an easily formed habit that, once acquired, helps us better make the decisions that shape the future of our practice.

~ wwp ~