As business owners, life is too short to work with people we don’t like, don’t appreciate the value we provide and are just painful to deal with.

One of our mentors, Peter Cook puts it elegantly.

Decide on the work you love doing, with the people you like, and the way you want to deliver it.

So ask yourselves these questions.

Who would you love to work with.  Both now and into the future?  Describe them in detail.  And think in terms of their values and beliefs.  How they interact with the world.

How do you want to work with your clients?  What is it that you’ll be doing?

How much do you want to earn.  How many days per year do you want to work.

What do you want from your business?  Is it more money, time, status or lifestyle?

I strongly recommend you taking time out to think about these questions, and writing down your answers.

Now before taking on clients put them through your selection filters.  If it doesn’t feel right, don’t take them on.

Now I know this is easier said than done if you don’t have a steady stream of good prospects to choose from.  But do it anyway.  And then ramp up your marketing, prospecting and sales activities so you do have choices moving forward.

Given this, if you’d like our help to increase your deal flow, reach out.  We’re running a series of masterclasses which will help you implement a client acquisition system.

Contact me at for more information.

Till next time, this is Rashid Kotwal.

Share this...