Saying “No” To Potential Clients For All The Right Reasons (And Ethics)
We (my business The Golding Group) say No to potential clients more often than we say Yes — and you should too. The most common reason is the project is doomed before it starts due to strongly held ideas and attitudes of those in charge. If you’re not willing to make changes, then why are you hiring us? We are not looking to rubber stamp your ideas (it’s all ego at the end of the day) so we can collect a paycheck.
Our focus is on making organizations effective, efficient and connected to their audience. This typically isn’t easy, fast or sticking with the status quo. Our theory is to challenge everything a business or non-profit is doing on a daily basis. If the C-Suite or Executive Director is not only comfortable but excited about that idea, then we’re in business. Otherwise, we pass on the opportunity.
Saying Yes when you know the client's expectations will never be met is a lesson in futility. You cannot do your best work and help your client grow in sustainable ways without the right working relationship. Say No, and open your schedule for the right client that matches what you offer, the way you offer it.
You need to know when to say “Yes” or “No” to prospective clients and how to let a current client go when it’s just not working. A business relationship is like any other relationship, with both parties deserving respect, consideration and clearly defined roles. When that can’t be achieved or your client is just not the right “fit” you should end that working relationship, otherwise know as firing the client. These things happen in business all the time, but it’s nerve-racking the first time you say No or you fire an existing client.
Bonus: Firing a client due to an ethical issue. Sometimes you are forced to stop working with a client due to refusing to break your own ethical codes. Even if it costs money, a job or business relationship this is not open for discussion. Ethical lapses will kill your business faster than losing one client or opportunity.
In the long run, you will hear No more often than Yes, and you should be saying No more often than Yes. The combination of the client Yes and your Yes (for all the right reasons) should create the best opportunities for success for you and your clients. Good luck!
