September 20, 2021

Setting Your Own Agenda

This week on TBOA, Rochelle and I talk about how to channel the freedom mindset of a business owner vs. assuming you must fill every client request.


Talking Points

The questions to ask yourself if you want to start or stop providing a particular service to a particular client.

Breaking up with your client: when to do it, how to do it and what to watch out for.

Why you always want to build a time constraint when transitioning clients—and how to think about the transition process.

When retainer scope creep is your fault—think guilt around doing less for a bigger retainer—and what to do about it.

Why the consultant’s job is to hold the vision for the project (and who is always THE client).

Quotable Quotes

“Here’s the thing, it’s your business. If you want to stop doing tactical work, then stop.”—JS

“Breakups don’t have to be ugly, but the other thing is that sometimes what we think might lead to a breakup doesn’t at all.”—RM

“Once you start doing ‘extra pair of hands’ work, it’s a slippery slope. Like the architect cleaning the bathrooms.”—JS

“The client asks because they don’t think about our business model. They assume if they ask us for something that doesn’t make sense, we’ll say no

“The best time to say no is the first time. The second best time to say no is right now.”—JS

“It’s really important to be clear about your timeline so that your clients understand that there’s a limited timeframe and if they don’t move, they’re not going to get support.”—RM

“If you have one foot out the door, it totally changes the framing of your message. And then they’re like, ‘Wait, maybe there’s something we can work out!’”—JS

“Holding the vision for the project, that’s our job. And if I want to get dramatic, I would say it’s a sacred obligation.”—RM

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