Your Client Base: Silk Purses or Sows’ Ears?

Nina L. Kaufman, Esq.

Nina L. Kaufman, Esq.

Nina L. Kaufman, Esq., owner of Ask The Business Lawyer, is an award-winning business attorney, speaker, and Entrepreneur Magazine online contributor. She saves consulting and professional services companies time, money, and aggravation by serving as their outsourced legal counsel.

Posted on February 20, 2014 in Business Transactions

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Are we taking whatever walks through the door because we’re afraid there won’t be another piece of business .  .  . ever? There’s an old adage, “You can’t make a silk purse out of a sow’s ear.” You could have the best possible systems in place for handling your clients and delivering your services. But if the raw materials you’re working with–the client–is substandard, you’re bound to run into serious hiccups along the way to getting paid.

Problem clients tend to have identifiable characteristics, as I mention in my article, “Profiles of the Top 5 Problem Clients.” From your first meeting with them, you sense that they are:

  • Petulantly dissatisfied .  .  . with everything
  • Looking for a deal .  .  . before you even mention your pricing
  • Starting and stopping projects with a variety of service providers just like you
  • In a crisis, with deadlines of .  .  . last week
  • Hedging about your terms, and that collecting will be like grasping smoke

WANT TO KNOW MORE? You can, by checking out my downloadable program, “How to Train Your Clients to Pay You.”  You’ll get lots of valuable insights worth hundreds of dollars for a fraction of the cost!

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