• Tara Humphrey

How to Choose Your Ideal Client

Updated: Nov 7, 2018

When I first started my project management business, I quickly fell into the trap of saying yes to everything and everyone. This resulted in me learning lessons the hard way and the consequences of not effectively managing client expectations left me overworked, underpaid and unhappy.

For anyone starting a service-based business, if you need help identifying your ideal client:

  1. Meet face-to-face with the client more than once to see if your personalities are going to be a good fit.

  2. Summarise prospect meetings in writing and really take the time to ensure you understand what the client is looking for, ask questions and clarify assumptions.

  3. You are not just hoping the client chooses you, YOU need to intentionally choose them.

  4. Be clear on your values, culture and describe the style in which you work. For an example, please click here to see our client manifesto. If you have a strong culture and you know your values, this will be a great way to assess whether you feel you are going to be a good fit and that your values align.

  5. Another way to assess your compatibility is to remember, “the way a person does one thing is the way they do everything". Observe how your potential client communicates with their team and other partners. If they display a behaviour which doesn’t sit right with you, don’t be surprised to quickly find yourself on the receiving end of this.

  6. Know your non-negotiables. Identify what is most important to you and if they aren’t willing to honour them, then this client isn’t for you.

  7. Trust your gut instinct. If it doesn’t feel right, do not ignore the warning signs. Walk away. The money just isn’t worth it!