Let Me Tell You How I’ll Work With You
If you feel you have “too much” business occurring, don’t turn down important and lucrative work. Instead, schedule it so that the early phases are very light but still demonstrate you’re engaged.
Schedule phone interviews, documents review, competitive research, etc., and provide status reports. If you must go on site, schedule a portion of a day, not a full day or several days. The vast majority of projects are not harmed by waiting 30-60 days (the client has already waited some time) but we must have the discipline and backbone to say, “I’m happy to help and here’s how we can best schedule it.”
Anyone who hires a consultant who’s sitting around doing nothing and can begin work immediately isn’t a very smart buyer. You have to wait for the best doctors, financial experts, designers—and consultants.