I used to take on any project that came my way. That was a mistake.
Not every problem deserves your time, and not every client is worth working with. Over the years I’ve learned to filter opportunities through a simple set of questions before committing to anything.
Can they fix it themselves?
If the answer is yes – or if a decent blog post could solve it – then it’s not a consulting engagement. It’s a homework assignment. The value of consulting lies in the gap between what the client knows and what they need to know. Close that gap and you’ve got nothing to sell.
What happens if it goes wrong?
The consequences need to matter. Not catastrophically – we’re not talking about saving the company from collapse here – but enough that getting it right actually means something. If failure costs nothing, the client won’t value success either.
How fast can I get it done?
Speed is a feature. A working solution delivered in two weeks beats a perfect one in three months, every time. It shows the client you understand their urgency and it builds trust faster than any proposal ever could.
Do I actually know how to do this?
Not “close”. Not “I think I can figure it out”. I mean 100% confident. Anything less and you’re gambling with someone else’s money, and that’s not a position I want to be in. When you’re uncertain, the client senses it immediately and the deal starts dying anyway.