Qualification.
WHY IT MATTERS
Not every client is worth having.
A difficult one costs more time than they pay for, and occupies capacity.
WHAT TO ESTABLISH
What they actually need Whether you can deliver it Whether they can pay Whether they are someone you can work with
WARNING SIGNS
Reluctance to pay a deposit Unclear about what they want Pressure on price before understanding the work Speaking poorly about previous suppliers Unrealistic timescales Wanting to start before agreeing terms
THAT LAST ONE
Frequently the clearest signal.
WHAT TO ASK
What outcome they need What their budget is When they need it What has been tried before
THE BUDGET QUESTION
Ask early. It prevents wasted effort on both sides.
WHAT TO DO WHEN IT IS NOT A FIT
Say so politely and promptly.
A referral elsewhere is appreciated.
WHAT NOT TO DO
Take work you cannot deliver Take work at a price that makes it unprofitable
