"but you can pick your clients"

"You can’t pick your family, but you can pick your clients.
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Ideal Clients rock! They value what we offer, communicate well, are forward thinking and reasonable, have a good sense of humor, and will give the time, money, and resources to make our business projects successful. When we work with our Ideal Clients, our sales time collapses, productivity soars, deals are larger, and they help us get referrals to others like themselves.
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And then there’s the opposite—the PITA client.
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Working with PITA clients isn’t just an unpleasant experience; it’s an opportunity cost. PITA clients push you to do more for less. Once you say yes, you’ve locked yourself into a downward spiral.
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Part of the problem was with the sales team, who had the mentality that any business was good business—even clients with tiny budgets and huge demands. But the sales reps at this firm didn’t deal with the clients after signing them on. They got their commission checks and the terrible clients became an engineer’s problem. “This is why the engineers at this company hate the sales team … and hate their jobs,”
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1. Create a crisp profile of your Ideal Client. This way, you recognize perfect opportunities when they arise and can help your Referral Sources make great connections for you. Consider the ideal industries, job titles, and locations of the prospects you most want to meet. Also stress the ideal personality traits, and the typical situation or need your company addresses.
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2. Ensure everyone in your organization focuses on attracting only Ideal Clients. If you’re a sales leader, empower your team to recognize PITA prospects and to get rid of them before they ever get into the pipeline. No questions asked.
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3. Ask your current Ideal Clients for referrals. When you implement a rigorous referral program, you continue to attract only Ideal Clients to your company."

Trechos retirados de "Want to Choose Your Clients? Get Referrals"