How Long-Term Clients Help You Scale … If You’re Ready

By Nina Kaufman, Esq.

I don’t know if you’ve ever seen the film, Indiana Jones and the Last Crusade …. Toward the end of the film, Indiana Jones and an unscrupulous antiquities collector named Walter Donovan are both racing to find the Holy Grail.

They go through peril. Leap over chasms. Until finally, they arrive at the cave where the last of the Knights Templar is found guarding a vast assortment of goblets.

Donovan looks at the array. He assumes the Grail will be gold, ornate, jewel-encrusted. A goblet befitting a king—indeed the King of Kings. He selects an elaborate chalice, and drinks from it.

But he chooses poorly. What he selects is not the Grail at all! And the consequences of the wrong choice are deadly. [SPOILER ALERT: see]

The promise of larger, longer-term clients can have that effect on our business, too, if we’re not careful.

They seem like the Holy Grail. But are you going after them for the right reasons? What do you really know about them? And do you realize the powerful effect (both good and ill) they can have on your time, resources, and cash flow?

That’s something I discuss with Jane Wesman. Do you really want to grow your business … and do it this way? Jane, author of Dive Right In — The Sharks Won’t Bite:  The Entrepreneurial Woman’s Guide to Success, explores what you’ll want to ask yourself so you scale your business in a way that makes sense for you.

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