A very special client of mine was complaining to me this week. Call him David.

David had submitted a price quote to a potential customer. That person kept fixing a meeting to finalise details and then postponing for a number of seemingly acceptable reasons. “What should I do?”, David asked me.

First, it is clear that David has to present himself in a manner that does not allow his clientelle to play around in that manner. And that may include the option of walking away from a potential sale. However, David has more weapons in his armoury, which initially may not be so apparent.

A second tip for David is that he should begin to use a diary – electronic or the pen-and-paper type – and stick to it. Every time he sets an appointment, commercial or private, he should record it. This even includes phone calls and other tasks to be performed.

This helps to show to the Davids of this world in two different ways just how valuable their own time is. Not only do they create an in-their-face-tool that will illuminate just how they much they achieve (or not) in any given day. It helps them to handle problematic people who duck out of engagements. David will be in a better position to respond to them with a sentence like: “No, I am not available whenever you suddenly decide to turn up”.

A final suggestion for David is to consider if they really want to work with such a person. For example, last week, I was called up by a potential prospect, who started off in a highly professional manner. However, they then began to encourage me as to how and when I should mentor them. The ‘warning lights’ duly came up in my head. I duly found a tactful way to decline the project, and felt that I was much better off in seconds.

In other words:

• Know what your own boundaries are
• Operate a comprehensive diary of your own
• Before you take on a new client, question if you are fully aware how great are the time requirements demanded of yourself