It's time for another Friday Fast Tip. Today we have some insight and hysterical ideas about business development. One of the things I hear about a lot is, "I've got a lousy client, what do I do about it?"
Frankly, the questions being asked at the wrong time, because there's a truth that I think is universal. Maybe every now and then there's somebody that breaks the rule, but I'm going to tell you, it's not enough to worry about giving in from time to time. A bad prospect always turns into a bad client. I have never heard a story of someone that was miserable, demanding, unreasonable, lack of responsibility, unwilling to work to a reasonable negotiation, or concession. I've never heard of one of those people all of a sudden turning into grateful and appreciative and looking out for your best interest in the process. Bad prospects turn into bad clients. Don't take them if you don't have to.
There's a truth. Leopards don't change their spots. When they're like that, they're light that. You trying to be accommodating, supportive, willing to go the extra mile, taking all the blame, they're still going to be leopards, the spots aren't going to change, and they're still going to be a pain in your butt. If you are the only one that's creating the positive energy, it's time to get out. If you are trying to get things done, and the only time you see them make any movement is when you force it, or it's in their best interest and not in yours, read the writing on the wall, smell the coffee in the morning, whatever phrase you need. If you're the one that's doing all the work, get out. It's got to be a mutual commitment or there is no commitment.
I always want people to remember, you're either training them or they're training you. You're either training them, how they can behave, or how you expect them to behave, or they're training you to take a bucket full of crap every time it fits their world and their purposes. They don't give a darn about what it does to you, how it may affect your profitability, or your ability to live a life. Remember, it's a training exercise all the time. If you can't train each other to be respectful, don't bother training them, get out.
Lastly, you can't ever allow a bad prospect, turned into a bad customer, to hold you hostage. There are plenty of opportunities out there, plenty! And almost all of the clients that I work with, none of them need all the business in the marketplace. They need the right business, at the right price, for the right reasons, not because we have to have all the business. Don't be held hostage by bad client relationships. Fire them, take the blame, just say "look, I obviously haven't figured out how to work effectively with you. You deserve to have that type of relationship with someone. I just know I can't deliver it, so I'm going to let you go."
Get out of the game. Don't suffer for it. Move on and find a better client that will appreciate the effort and energy that you put into their success. And they'll want you to succeed as well.
Don't be fooled. A great potential client, if they're a bad prospect, they're going to be a huge potential problem as a client. Avoid the problem, make the decision, don't do it. I know a lot of people think "but they pay me a lot of money". Don't give in, stand your ground. There's someone else be happy to pay you as well. Take care, have a great, day go make money.
