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In reviewing articles on Client Suitability, by Stacey Freed, within the February 2010 edition of Remodeling Magazine, it struck me much of the advice being presented to their audience in the building and remodeling industry could be generalized and applied with equal utility to just about any business environment. In the following paragraphs (see resources section below), Ms. Freed uses John Jantsch, author of "Duct Tape Marketing," and Kyle Hunt, owner of Remodel Your Marketing, as sources. Please refer to the content and relevant background information from all of these sources for additional detail. This short article simply highlights some fundamental, common sense concepts you can use in computing a "Client Worthiness Index."

Even just in today's rough economy, it is seldom worthwhile to go in business relationships with parties which may be incompatible with the service or product offerings of the company, have expectations inconsistent together with your company's policies and processes, or display an attitude or personality traits that may cause unworkable friction. Do your favor and take just a couple minutes to evaluate the suitability of potential clients.


Instructions

1.PRE-MEETING -

Often, before ever even meeting a customer, there is some interaction (e.g., a telephone call establishing a preliminary meeting), that often will give you much meaningful information about whether this might be considered a client that you could fully trust and/or for. Be careful not to over-react in this phase, however. For example, a possible client that is not wanting to provide many details might be an indicator of somebody who is "just fishing" and hence unlikely to be worth a lot of your time. This same reaction, however, could also just be desire not to share much with someone they have not yet met and are available to trust at some level.

2.MEETING -

At the meeting, you will presumably both meet the prospective client and discuss the reason behind which you were contacted. At this time, you will be able to objectively assess both. An "ideal" client needing a project, product, or task that is perfectly suitable for your company's offerings would obviously be the best situation. A client that seems hard to work with which has needs that do not fall into line well together with your offerings, is obviously the worst. In reality, most clients and their needs, probably lie somewhere in between. Avoid problems by referring potential clients appropriately elsewhere, when they fall below a pre-determined threshold.

3.GUT -

Don't underestimate your gut feelings in regards to a prospective client. Even though it is vital that you assess both client and the needs against measurable metrics, don't overlook those feelings or impressions that may 't be very easy to articulate and/or explain. Your underlying gut feelings are often gift for grounds.

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