Early in consulting, aggressively adapt to what clients want to win business and referrals. Once you hit six or seven figures with positive cash flow, you can get selective about which clients you take on.
If you're in the services business, if you're in the consulting business, it is about people. It's about understanding people's likes and dislikes and preferences. And as a consultant, as a great consultant, you want to adapt to what the clients like within reason. Initially, you want to do a lot of adaptation. Once you are into 6 figures and 7 figures and you have positive cash flow and you have a strong pipeline, and getting business is not an issue, you can be much more choosy in terms of what clients to work with, what clients not to work with. But early on, you just got to go and get that business and then turn them into a super happy client. And then that will generate a whole lot of positive outcomes for you as a business owner.
