Whether you’re just starting out or have a few years under your belt, there are times when it’s tough to say “no” to a prospect and walk away from a project. But, at times, saying “no,” you must. Some of you are probably thinking, “Refuse a project? That’s nuts. I want ... no, I need all the business I can get.” That seems to make sense at first, but delving a bit deeper, that strategy can hurt you more than it helps.

Here are some points to consider when you’re deciding whether or not a project is a good fit for you and your business.

Does the prospect have a clear idea of what they’re trying to accomplish?
If they don’t, it might be time to head for the door. When your prospect is fuzzy about their goals, it usually means they’ll have trouble making approvals. It can also mean they’ll be making a lot of revisions.

A first cousin to this is unreal expectations. Give some thought as to whether or not you can deliver what the client wants and meet the goals of the gig.

Does the schedule work for you?
If you’re too busy to give the project the needed attention to complete it in a timely manner, it might be a good idea to say no. Project delays make for unhappy clients and clients tend to talk. You don’t want any negative word of mouth floating around out there.

Also, if the client is requesting a rush job, you may want to pass. Rush jobs tend to be ... well ... rushed. Rushing can often means you don’t have the time needed to do your best work. Nutty turnarounds are often error prone. Again, in the end is a very tired, tense independent pro and an unhappy client.

Is the client trying to nickel and dime you?
If the client or prospect starts squabbling over your proposed fees, start looking for the door. Negotiation is one thing, trying to get something for next to nothing is another.

Is the prospect trying to dangle a carrot in your face?
We’ve all heard this one, but it bears repeating because it’s easy to fall into the trap, especially if you’re slow. If the client or prospect is asking you to do a project now at a reduced rate or for free with the promise of future work, don’t fall prey. These deals almost never work out. I’ve been at this game for over 30 years. In that time I’ve only heard of one account where this worked out favorably.

Does the prospect give you the heebie jeebies?
If so, go with your gut. It’s usually right. When you run into a prospect who makes you feel like you need a shower after the meeting, run, don’t walk, away.

Maybe they don’t give you the heebie jeebies, but they’ve got PITA (pain in the ... you know) written all over them. These folks are a general nuisance, difficult to work with and having you saying your mantra every five minutes. Some things just aren’t worth the money.

Does the project match what you’re all about?
Inevitably, a client will come along and ask you to do something you’ve never done before or something out of your area of expertise. In most cases, it’s best to say no. It puts you in a position of weakness from the get go and will likely heap mounds of high anxiety on your burdened brow.

However, if you have the time and needed resources and the project can open a new market or service for you, it might be worth a shot. But, be up front and crystal clear with your client that you’re on a learning curve. Don’t do what I’ve done a couple of times in the past. “Oh sure, I can do that. No problem.” Trust me, there’s always problems.

The client won’t give you money up front
Client/service provider relationships are based on mutual trust. If a client doesn’t trust you enough to fork over some dough, the relationship starts off on a bad note. Plus, odds are, if they won’t pay a retainer/deposit you’ll more than likely have a tough time getting your money on the back end.

In addition, when a client doesn’t give you some up front money, for all intent and purpose, they’re asking you to bankroll their project ... interest free. Don’t go there. If you need to shell out your hard earned cash to get the project done you put yourself seriously at risk. If they don’t pay at the end, you’re stuck. Even if they pay late, they’ll screw up your cash flow.

Sure, it’s easier to say “no” when things are busy. It harder to say “no” when work is coming in at a snail’s pace. But, your business is your responsibility. Knowing what projects are a good fit is mission critical for a successful practice.