What Defines You Is What You Say No To.
I heard this recently, and it was a real ‘Aha’ moment for me.
In a new business, we very much want to say yes to every piece of work that comes our way. Sometimes it’s for fear that perhaps we won’t get any more work, and so we can’t possibly afford to turn down what has been offered. Other times it can be because we want to please everyone and be all things to all people, or justify to ourselves that it really was the right decision to start this business.
It is hard though. Because whilst yes, we need work to ensure cash-flow in our business; there is a real risk that if it’s not the right work it can actually do more harm than good.
Similarly, if people are asking things of us, whilst it’s nice to be agreeable and accommodating, if we don’t act consistent with our business values, and be mindful of what the we are agreeing to, then we can be doing both our business, and the other party, a disservice.
I have been approached numerous times over recent months by people wanting me to provide quotes for work. That’s fine, I don’t have any issues with that. Everyone is entitled to know (and they should know) what the work they want done will cost.
However, I believe people should also be interested to understand what service they will get and how the process looks. And on many occasions, I have not been asked about this.
For me, when a potential client contacts me, I prefer to arrange a time for a quick chat so I can properly understand what the person wants from me to ensure I am the best person for the job, and so I am able to appreciate any sensitivities or time constraints. I can then provide an estimate of fees that I know will deliver what they want, and I know I can meet their expectations.
We should remember that when people want to negotiate down our fees by telling us that there is someone else available who can do it cheaper, it is perfectly fine to wish them well and go about our day doing what we do best. There is no obligation for us to get into the horse-trading game and compromise the value of what we offer. We do not need to feel pressured to reduce our fees.
We are not all suited to every client, and that’s ok. I personally am not suited to ‘churn and burn’ work, where the cheapest lawyer will do. I don’t find that enjoyable, and I don’t think I add the right value to that client.
Where I am best suited is to clients who value themselves and their expertise, and who in turn value mine. Clients who want to invest in their business to develop a quality outcome highly tailored to them. Clients who value the relationship with their lawyer as a long-lasting and valuable relationship, where we get to know each other – meaning I understand their business in-depth, so that whenever they need to they can get in touch and we can brainstorm ideas and solutions.
The take-away from all this? We need to give ourselves permission to say no to the work that doesn’t suit us, and to the clients who we know we can’t add value to. We need to do this so that we comfortably look forward to the quality relationships that we can develop by saying yes to the work that best suits us.
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Our resource Building Your Small Business | The Beginners Handbook might also be helpful.