Smoke ‘em if you got ‘em
Blink and you may miss it.
Here’s a business tip I learnt the hard way:
If you get a gig, job, order, project, piece of work or commission, do it NOW.
If you don’t, it may not be there tomorrow.
For several reasons.
Unkind Cut
A large IT firm gave me 100 recruitment ads to critique.
I toiled for much of Easter, getting 50 done.
Then I rewarded myself with a couple of days off.
When my client returned to work, he found his budget slashed by overseas corporate masters.
He was forced to cancel the project.
He paid me for what I’d done, which was half of what I could’ve done, had I pressed on.
As this happened when I was just starting out, I felt the revenue loss keenly.
Mind Altering
I was asked to source radio jingles for an automotive firm.
I offered the job to Adam, who quoted $3000.
The client approved the quote and Adam pulled several all-nighters to write, perform and record some rippers in double-quick time.
But before I could send them to the client, she abruptly changed her mind and tried to cancel the project.
Fortunately, I still had her email approval, so we had her cold.
Had Adam waited a few days, he’d have missed out on a lucrative gig.
Off Balance
Of course, this hot-iron-striking advice flies in the face of all our warm fuzzies about taking care of ourselves in business.
We’ve had wonderful suggestions about negotiating realistic deadlines, operating within our limits, maintaining work-life balance and so on.
But as GFC II threatens, I wonder if we can afford to dawdle on such shifting sands.
Vexed issues are best handled by the fine minds that inhabit this space.
And so I put it to you.
Your View
When you get a piece of business, do you:
a) Luxuriate in the prospect and do it as, and when, you see fit.
b) Seize it as if it were your last meal on earth and devour it on the spot.
c) Attend to it fairly smartly, but without unseemly haste.
d) Handle it some other way (please describe).
?
The clock’s ticking.
Let’s get to work!
…
No?
…
How about later?
…
…
Never mind.
Paul Hassing, Founder & Senior Writer, The Feisty Empire
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Do it now, do it well, bill it, move on!
Your work load and customer profiles will dictate your response. If you are busy you may need to prioritise jobs so some will be delayed. Understanding the customers’ expectations is key.
Also if you rush you may provide work that is not up to scratch thereby hurting your reputation and brand.
If you have worked all day on a job then have another to do, does it make sense to push on into the evening or tackle it fresh in the morning?
Do you delay work for a regular, well paying customer to impress a potential new client? Perhaps you need to say that you have an opening in 2 days to demonstrate that you aren’t sitting there desperately waiting for work?
Of course if a client needs a super urgent job done (as a once off not every time) then you should by all means move heaven and earth to get it done (brand building and service).
So it’s horses for courses but generally I would say take the time to do the job as well as possible, within the client’s deadline and don’t be directed by the latest emergency dictated by occasional, procrastinating maybe clients.
Great summary, Malcolm! You really covered every base there. Many thanks for your thoughtful guide.
This really highlights the differences between running your own business/freelancing and working for someone else!
As someone who has always been ‘employed’, I’m used to prioritizing work and doing it as I see fit. I’ve got tasks to do, but I’ve been employed into a position, and (as much as I’d like them to!) they’re not going to just disappear if I sit on them for a week. On the odd occasion that someone else does the task for me – it’s actually a positive!
Contrast this to your experiences, Paul. It must be a steep learning curve for anyone starting their own business after years of being employed by someone else!
Thanks for sharing another fantastic insight!
Malcolm did summarise it well. I also think we need to consider a different way of working instead of staying on what I call the roller coaster ride of project work. We embrace new technology to help in business and new tactics, however we don’t consider that perhaps there is a better way than what has always been done that bith you and the client benefits. Just a thought I would share.
G’Day Paul,
It’s easy to forget. But in a sense we’re all retailers, no matter what fancy name we fashion for ourselves.
Projects can always “go up in smoke.” Like the man said in “Death of A Salesman”, “It goes with the territory.”
Now, hands up those of you who knew that was the last line in that play? Hmmmm, I’m not surprised. So listen up.
Don’t just sit down with the client and agree on deadlines, fees and general details. Do all of that but do something else that’s far more important
Sit down with the client and agree in writing the precise goal[s] of the project and-this is a very important ‘and’- how the two of you will measure their success.
This wont stop clients reneging. But the client will have far greater commitment to your work if you show a very clear commitment to their need. And if you’re prepared to go to all that trouble before you start, it demonstrates to the client that you’re serious about your commitment to them.
Regards
Leon
Above all get it in writing and never be afraid to bill for partial work. People in the corporate world get paid regardless of whether their project gets completed or not, so should you.
There’s a lot of wisdom in this room. Sometimes I think I should just name a topic, add three dots and let you guys fill the blanks. Many thanks indeed for your fine contributions.
I used to sport the B attitude, then I realised it was like eating fish at a restaurant in thailand.
If you devour it too quick you’ll end up with bones in your throat i.e. you end up with clients who you don’t like and aren’t worth the time.
Now I pick the bones out first. If after weighing up I think they’ll be a good client, then I attempt to devour them on the spot before someone else does.
Cheers
Dan
You come up with the best analogies, Dan!
Hey Paul. Much well said already. I wonder how often you choose to accept work without a guaranteed line of payment? How often are you the ‘easiest saving’ on someones books..”oh, Sorry Paul, budget cuts. You know how it is”…
Getting the order in writing, a purchase order, an order number, an ‘accepted quote’ or whatever method that suits your business may be useful. Starting work with the ‘hope’ of getting paid makes you the ‘easiest saving’.
Im sure your customers will respect your need to secure that line to payment before you start their work.
Otherwise, I absolutely agree – do today what you can put off until tomorrow (and have tomorrow off!)
Another fantastic point, Philip. Every time I start with a new client, they have a blank page – 100% of my trust. It’s only when they start letting me down that I put safeguards in place.
I know this is bad business. I should be more circumspect. But I’m a fan of not designing entire systems around the 5% who shaft you. I’d rather run in the light with the 95% who are good.
My method does leave me high and dry. It stings badly when I realise I’ve just piddled another ten hours of my life against the wall for nothing. Fortunately, these occurrences are rare (and getting rarer).
Many thanks for your thoughts!
I always enjoy quotes from Total Balance. Today’s is apposite:
http://totalbalance.com.au/newsletter/newsletterrevive.php?id=307