IS YOUR CLIENT SERVING YOU? A DIFFERENT PERSPECTIVE ON CLIENT RELATIONSHIPS
As business owners, we're always brainstorming new ways to serve our customers better. We focus on delivering value, exceeding expectations, and making sure our clients are happy. But here’s a thought: have you ever stopped to consider whether a potential client is actually serving you?
When I first started my business, like many entrepreneurs, I was laser-focused on making sure my clients were happy. It was all about providing value—getting results, meeting deadlines, and making sure every customer felt like they were my only customer. But as time went on, I began to notice something: while I was pouring everything I had into serving my clients, I wasn’t always getting what I needed from them in return.
It’s easy to fall into the trap of thinking that any client who’s willing to pay you deserves your best effort. After all, we need the revenue to grow our businesses, right? But as I learned the hard way, that mentality can lead you down a path of burnout, frustration, and missed opportunities. A client relationship should be a two-way street, and if it isn’t, you have every right to reassess whether the partnership is worth it.
A Hard-Learned Lesson
Let me tell you about two recent experiences that really opened my eyes to this concept.
The first client came to me with a small project. At first glance, it seemed like an easy win. The job was straightforward, and it wouldn’t take up too much time. But as I started to dig deeper into the details, I realized that taking on this project would mean pulling my attention away from other, more significant opportunities that would bring far more value to my business.
Now, I’ve never been someone who turns down work lightly, especially when cash flow is on the line. But when I sat down to figure out how much I’d need to charge this client to make it worth my time, I realized something important: the numbers just didn’t add up. If I charged what that time was actually worth to me, the client would end up paying far more than they were comfortable with, and frankly, more than the value they would be receiving. I could have taken the job, but at the end of the day, it would have been a lose-lose situation. So, I made the difficult decision to turn it down.
The second experience was with a large corporate client. When they reached out, I was excited about the possibility of landing a big contract. I thought, “This could be a game-changer for my business!” But almost immediately, I noticed something that made me pause: communication with this client was terrible. Emails went unanswered, phone calls were missed, and when I did hear from them, the instructions were vague and confusing. It was a red flag, but I ignored it at first because, well, who wouldn’t want a big corporate contract?
But as time went on, it became clear that working with this client was going to be a nightmare. Without clear communication and support from their side, there was no way I could deliver the value they were asking for. The more I thought about it, the more I realized that no amount of money was worth the stress and frustration this project was bound to cause. So, despite the size of the contract, I walked away.
Reframing Client Relationships
These experiences taught me a valuable lesson: not every client is worth your time, and not every project is worth pursuing. As business owners, it’s easy to fall into the mindset that we need to take every opportunity that comes our way. But in reality, saying no to the wrong clients can be one of the most empowering things you can do for your business.
We often talk about serving our clients, but we rarely ask ourselves if they’re serving us in return. A client relationship should be mutually beneficial. You’re not just there to provide a service; you’re also investing your time, energy, and expertise. And that investment should be respected and reciprocated.
So, how do you know if a client is worth your time? Here are a few things I’ve learned to consider:
Does this work contribute to your bigger picture or vision? Every project you take on should help you move closer to your long-term goals. If a client’s request feels like a distraction or doesn’t align with where you want your business to go, it might not be worth pursuing.
Is the time investment required taking you away from more value-building activities? Time is one of your most valuable resources. If working with a client means saying no to more significant opportunities or prevents you from focusing on growth, it’s worth reconsidering.
Will this client stress you out? Your peace of mind is priceless. If you’re already feeling uneasy before the contract is signed, that’s a sign of trouble ahead. No amount of money can compensate for the toll that a difficult client can take on your mental health.
Is this someone you’d want to work with again? Building long-term relationships with your clients is key to sustained success. If you wouldn’t want to work with a client again in the future, it might not make sense to work with them now.
The Bottom Line
Running a business isn’t just about making money; it’s about creating a sustainable, fulfilling venture that aligns with your values and vision. Not every client will help you achieve that goal, and that’s okay. Learning to say no to the wrong opportunities is just as important as saying yes to the right ones.
So the next time you’re weighing whether to take on a new project, ask yourself: is this client serving you? If the answer is no, don’t be afraid to walk away. Your time, energy, and peace of mind are worth far more than any contract.
