Listen up, consultants and solopreneurs. It's time you learned to carefully, thoughtfully say No.

That's right. In this economy, when the cost of gas is up and hourly rates are down and the check isn't quite in the mail as promised, you need to learn to say No.

On the cheap

Erika Napoletano (aka Readhead Writing) covered part of my meaning in her recent post about the C-word. She addresses the stunning paradox between the less tangible soft services those of us in the communications/web space provide and the more concrete services delivered by a surgeon or dentist. And while we'll moan from the anesthesia and the bill, we won't quibble with the doc. His bill is his bill, and we know darn well we have to pay it (after all, we went to the best guy we could afford - who do you want working on your body, eh?).

So why the heck do prospective clients quibble with our proposals or say things like, "That shouldn't take long, right? You can still do it within your allotted hours." Sure shooting they don't say to the surgeon "You can do a little nip/tuck while you're in there, can't you?"

Who's zooming who?

Someone in the SoloPR LinkedIn group started a thread the other day about a client of hers pushing boundaries in just this manner. Seeking the advice of fellow solo practitioners, the consultant described a situation where her client keeps asking for more and more work but is closed-minded to adjusting the monthly retainer to accommodate the additional tasks. In fact, the client takes umbrage at the idea, despite the pro's meticulous itemization of tasks and requisite hours. The edge of the sword - the client remits payment on time, and for this the consultant is grateful, making her reluctant to push the issue to square up scope with compensation.

What kind of situation are we in when we can't present a well-considered case to a client? Especially, as with the case with this consultant, a client of 2 years? A bedrock of trust and respect should be poured by that time. Furthermore, where does gratitude enter the equation with timely payment? For services rendered throughout the month, isn't timely payment a fair shake? If there are questions, shouldn't it be on an item level rather than a broad stroke shortchanging of time requirements?

Enough already

Say it with me, kids. No.

No to the price-minded, unless you're ready to let that price become your standard rate for that client and those they may refer to you. I'm not suggesting that you leave good judgment at the door or practice price gouging - on the contrary. Just be aware that if you discount your hourly rate by 15% to land the project, it could be very difficult to get the client to see you as worthy of full price, no matter what the results are.

No to the manipulative, assuming narcissists who may draw you in with a seemingly defined project, to then put you through your paces with add-ons and extra stipulations (and drama!) while denying you a fair right to re-estimation. These are usually the ones that offer up assurances of repeat business right off the bat, at first handshake. The carrot before the stick. Only their kind of business will end up costing you time you can't recoup and keep you running like a hamster on a wheel.

Keep your dignity and sanity when you smell this type of situation brewing. Some opportunities are worth the risk in order to gain exposure to a new pool of prospects, nab a portfolio-worthy piece, or fill in gaps between assignments. Other opportunities are just plain risk with no reward.

Photo Credit: AshtonPal