(Photo by yvonne n)

The customer is always right.
Do what it takes to make the sale.
Always give 110% effort.

These are the maxims of business – do what is asked of you and you will benefit. But this means that you’re always at the mercy of the customer. When the customer asks you to jump, you ask, “How high?” But this is no way to live, and no way to conduct a business that will let you sleep soundly at night.

Start by figuring out exactly who your ideal customer is. What’s their annual budget? How many times a year do they need your services? When? Why specifically did they choose you? And why have they continued to choose you (especially since the competition has grown smarter)? What keeps them up at night? How have things gone right over your working relationship?

Next, figure out exactly what working relationship works best for you. Do you prefer to check emails twice a day, be on retainer, have client phone calls at 9am? Do you want your client to respond within one business day for any clarifications?

Your goal is to have more ideal customers working in alignment with your needs.

Start by picking your most important need, and clearly articulating that in all initial working agreements with your client as well as during initial meetings. You don’t want to be seen as a prima donna, but you’ll want to explain why this need is a good thing for everyone. If your client doesn’t uphold your need, gently remind them (it may take awhile). If a client cannot uphold your requirements, you may need to fire them (or learn to live with some intrusions).

As your first need is met, then add your second need. Again do so gradually, making clear in all your communication this need. Repeat as necessary.

The bottom line: Keeping clear boundaries will earn you more respect and make your working relationships much more enjoyable.