And engage in contract work , part-time work or even shared service environments when reasonable to do so .
• Automate what can be automated Many small business owners fail to invest in critical infrastructure such as a client management system , project management software or financial platforms . Their life is consumed with doing things manually and maintaining countless spreadsheets . There ’ s always an app for that so perhaps you could invest in hardware or software solutions early on to ensure your business is built on an efficient foundation .
• Manage your energy , not your time It is imperative to be aware of your own body , biorhythms and alarms when it comes to your health and wellbeing . Organizing work around when your mind is best to do that work , allowing yourself a mental holiday or break during a long and arduous project and knowing when you ’ ve reached your limit will help you sustain the long hours .
• Be realistic about time When you ’ re doing it all , it takes more time . There is nothing to be gained by fooling yourself or those you care about and saying you ’ ll be there in an hour when the reality is you ’ re looking at three hours of work . Either obey the clock and walk away or schedule and prioritize the necessary time .
• Network with others Burnout comes fast when you ’ re isolated . Build upon your professional network and utilize their resources to alleviate some of the needs of your business .
• Call uncle Small business owners have a hard time asking for help . We need to get over it . We are often the first to assist others and we need to learn that being on the receiving end is just as beneficial .
away a client didn ’ t cross my mind .
Looking back , I can assure you it made my first few years a lot harder than they needed to be . I spent countless hours , many of them unpaid , performing billable work I should not have been doing . I was four years into my sole proprietorship when I fired my first client due to non-payment and a continued lack of trust . It was about six months later when I declined a project and referred it to a colleague because he was better at it than I would have been . Soon after that , I told a client I didn ’ t want to do the work because I couldn ’ t support the intent of why it needed to be done .
It took me nearly five years of lessons before I felt empowered to ensure my services were matched with the right customers . Learn from my mistakes and try the below suggestions :
• Analyze your current client base and segregate them into buckets :
1 . those you want to continue working with ; 2 . those you will continue to work with but with stipulations ; and 3 . those with which you don ’ t mind if the relationship ends .
• Next , identify the reasons why clients are in the first bucket ; these characteristics should describe your ideal customers .
• Then , brainstorm what businesses and organizations share those characteristics .
• Go after these ideal clients ! Make a phone call , have coffee with them , connect via LinkedIn , or track them down at a community event . Tell them why they are the ideal client for you and , likewise , tell them why you may be the ideal vendor for them .
• Leave money on the table . The moment I realized the relationship wasn ’ t ideal , I needed to walk away from it . I was walking away from revenue but strategically , it was a better move .
• Ask for referrals from your ideal clients . If they know what you ’ re looking for and what value you can add , they will be the greatest ambassadors for your small business .
Having the Right Customers When I first started my business years ago , I accepted all work I was capable of performing . The thought of turning
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