Developing a solid client base is not a passive activity.  You don’t just open your doors and wait for people to come in.  There are certain kinds of clients you’ll want to cultivate . . . and certain kinds that you would give anything to keep very far, far away from you.  But when business is tight, we may let our standards slip.To be proactive in “weeding out the wheat from the chaff” when it comes to clients, you have a handy tool at your disposal:  “The Knot.”  You probably know it from other contexts — like when waiting for a friend at a bar and “Brad” sidles up to you and starts trying to turn a conversation into a life insurance sale.  You get “The Knot” telling you that that this is not a situation you want to pursue, and Brad is not a person you can trust.

Similarly, the Knot is a crucial tool you can use for business, too.  If you don’t smother it under the weight of “I need the business” and “If I turn this client away, another one will never come to my door”, it will help you see clearly the “bad behavior” of potential clients.  When you see them, you can avoid them.

Here is a short list of the celebrity troublemakers you can expect to encounter when building your client base:

1. Petula(nt) Clark. From the moment you meet Petula(nt), you sense something’s off. Maybe it’s the way she dispenses with the niceties of conversation and the “getting-to-know-you” process and jumps right into the numbers: what do you charge? When do you expect payment?” Did you see her pursed lips tighten when you mentioned your collection and stop-work policy on outstanding invoices? Be wary of Petula(nt). She can turn downright nasty when she gets your bill, demeaning your abilities and pushing you around . . . all for the sake of a price reduction.
2. Monty (“Let’s Make a Deal”) Hall. Monty’s always on the lookout for a deal, demanding volume discounts and referral fees (or freebies) on other customers he sends your way. You may present him with a corporate identity “package”, for example, including market research, graphic design elements, and branding counsel. But Monty will start to chip away at the package.  Tread carefully, here: Monty is basically asking you to bake him a cake without using sugar. Chances are, the experience could leave a bad taste in both your mouths.
3. Sam(pler) Cooke.  Sam comes across as highly intelligent and knowledgeable, both in general, and about the issue that brought him to you. And Sam tells you how much faith he has in your ability to do the job right . . . unlike all those other bums who couldn’t do so and how he had to tell them how to do their job.  What Sam generally won’t divulge is how he didn’t pay those “bums” . . . and how he probably won’t pay you, either.
4. Rush (Job) Limbaugh. Rush is true to his name – always in a chronic state of “last-minute-ness”. He comes to you with a deadline that’s big, ugly, and urgent.  You’re happy to take on the challenge – after all, it’s an interesting, meaty assignment. But Rush is in such a rush that he can’t focus on your projected fees, or that, perhaps, you require an advance payment for “rush jobs”, or need him to sign off on the scope of work. “Yes, yes – of course I’ll messenger the check for the fee advance”, he reassures you . . . “but you’ll start work in the meantime, yes?” Don’t be surprised if the check doesn’t arrive, or if his lack of focus at inception is yet another chronic condition.
5. Sylvester StallOne (month before payment). Sly likes things simple and casual. In other words, not in writing. After all, his word is his bond.  You present him with your standard contract, to which he’ll respond, “Hey – I’m a decent guy. I don’t want to have to spend money on a lawyer to review this. I work honestly and straightforwardly with everyone I do business with. Let’s just make money, OK?” And you’re tempted to (or do say), “OK”. But without your understanding in writing, you’re left with a “he said/she said” situation – particularly when it comes Sly owing you money. All of a sudden, you find that this amiable guy, who seemed to be so trustworthy, is 60 days, 90 days, 120 days late in paying you.

So listen to the “The Knot” when it whispers to you about credibility of these celebrity troublemakers.  You may get more of a headache from working with them than you bargained for. Be sure to have your terms in writing, and make doubly sure that they have signed off on them before you start work! Or, at the very least, keep them on a short leash.