For a minute, let’s imagine that there are two parallel worlds. In one world, we’ll call it the rosy world; opportunity is plentiful. When you need new business, you can find it. Not just any client, but good profitable clients who value you at your best. When I meet clients living in the rosy world, they price aggressively and are conscientious about throwing bad prospects out before they become clients. They have well-defined ideal clients and understand clearly the work those clients want to buy. They stick to their knitting, only taking deals that “fit.” In the other world, we’ll call it the thorny world; opportunity is scarce. We have to hunt to find leads, and when we … [Read more...]