The Clients You Don't Need

Most practices spend a great deal of time thinking about the clients they want.

Far fewer spend time thinking about the clients they don't.

The distinction matters.

Not every enquiry deserves attention. Not every project aligns with the direction of the practice. Not every opportunity creates long-term value.

The challenge is that saying yes feels productive.

Until it isn't.

Over time, the wrong projects begin to shape the portfolio, influence referrals and consume resources that could have been spent elsewhere.

The strongest practices understand that every project accepted contributes to a reputation.

So does every project declined.

Knowing who you're for is important.

Knowing who you're not for is often more valuable.

Something to think about.

Speak soon
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