Mar
18
There is no such thing as a perfect client. Some will be a better fit than others — higher pay, better communicator, kinder nature. But none will be perfect.
“I used to candle eggs at his farm… You hold an egg up to the light of a candle and you look for imperfections. The first time I did it he told me to put all the eggs that were cracked or flawed into a bucket for the bakery. And he came back an hour later, and there were 300 eggs in the bakery bucket. He asked me what the hell I was doing. I’d found a flaw in every single one of them… You look closely enough, you’ll find that everything has a weak spot where it can break, sooner or later.” (Anthony Hopkins’ character in the movie Fracture)
If you hold any client to the candle, you’ll find flaws. The choice becomes deciding whether you’re willing to sell the egg anyway.
A Billion Eggs, One Basket
There is only so much time in the day. There are an infinite number of potential clients. We’ve got choices to make.
High Rates vs High Maintenance:
A common mistake is looking for high paying work without considering other factors. I’ve done it myself. But the highest pay rate might not necessarily be the best choice. If he’s picky, stubborn, can’t make up his mind, doesn’t respond to questions, then takes three months to pay your invoice, was he really worth that higher price? Personally, I’d rather take on two lower paying jobs for easier going, more straightforward folks who pay on time. Of course, high paying low-maintenance clients will always be my first choice, but I’m willing to compromise for the sake of my own mental health.
A Billion Flaws, One Basketcase
There are many kinds of clients, but for me there are basically two kinds: ones I want to work with and ones I don’t. I’m getting good at differentiating them in the dark.
Workable vs Disaster:
I used to avoid doing phone consultations, because it was easier to get everything in writing via email from the beginning. Now I’m leaning toward calls more, because it’s easier to spot a nutjob over the phone. I don’t blend well with certain types of people. I can work for neurotics with attention deficit disorder; I don’t do so well with passive-aggressive. Having a screening process that works is important, and every freelancer’s screen-o-meter will vary.
Smarter Basket, Happier Eggs
When I’m feeling out a potential client, I like to find those weak spots. That way I can use the places they’ll crack to my advantage. I become a better basket, anticipating the places I need to compensate for my client’s vulnerabilities.
Intelligence vs Ignorance:
Sometimes a client’s faults and shortcomings will make for your best business. Clients who don’t understand blogging, know nothing about SEO and don’t know what social media is will usually stand out of my way and let me do my thing. All they care about is the results; they don’t care how I get them. Clients who know a little about blogging or SEO etc., will often want to dictate what they think will work, then blame me for not getting the right results based on their faulty methods. Some clients are clueless but easily educated; they want to learn, and they take right to it. Others prefer to remain ignorant. While I can work with both types, I like to know where I stand in either case. This helps me better allocate my time and determine my rates, which vary greatly per project based hugely on this factor.
How do you take your eggs?
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5 Responses to “Candling Eggs: a Metaphor for Choosing Clients and Working With Them”
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About Amy Derby
Formerly a corporate paralegal, I ditched the pantyhose to begin freelancing in 2004. I enjoy long walks to the coffee maker, never setting an alarm clock, and not wearing a bra to the (home) office. I can be reached at amy.derby (at) gmail.com.
Fracture was a fabulous movie. Hopkins plays a brilliant psychopath.
The eggs, I like the metaphor. There is a youtube video of the part where he speaks it.
I am a consultant rather than a blogger, yet the metaphor and your advice applies. Good read.
I have been very lucky with my clients so far. It’s all the dead-end inquiries that drive me crazy. I’ve had perspective clients drag me through the entire quoting process, lengthy phone conversations, and say “Great, I’ll sign the quote and send the deposit tomorrow…” and then nothing. Oh, and all those inquiries about school papers — as in “Do you write term papers?” (No, I don’t).
Melissa Donovan
Writing Forward
@ Able - I wasn’t as impressed with Fracture as I’ve been with other Hopkins movies. I thought it was a bit predictable. But I love Anthony Hopkins and will watch him in just about anything. I did just search and find that youtube video. It was nice to watch that part again.
I’d be interested to know what type of consulting you do. Feel free to email me if you don’t want to discuss it in the comments.
@ Melissa - I’ve never had anyone do either of those things to me, and I’m grateful. I’ve dealt with a long list of other issues though. I don’t think there’s any easy path…
[…] Candling Eggs: a Metaphor for Choosing Clients and Working With Them […]
Nice. I’m finally (after how many years of consulting?) getting very deliberate and selective about who I want to work with. If I’m working with people who can’t or won’t use what they’re paying me to give them, then I’m not doing what I’m out here trying to do! But it is hard to discern up front if they’re going to do that. Some clients present a very open and willing eagerness to try something different; then they end up reverting to what they’ve been doing for years (and getting the results that caused them to contact me in the first place!), abandoning their brave new effort in a heartbeat.
I wonder if each industry/discipline has its unique litmus tests that we independents need to employ.
Thanks for reminding me I’m not alone out here!