As an independent Salesforce consultant, working with the “right” clients is critical.
So when meeting clients for the first time, I quickly try to assess how well we would work together. There are a few approaches on how this can be done. My personal favorite is the “dinner date test”.
This test is a thought experiment. Basically, you ask yourself whether you can imagine yourself having a casual meal with this person. If the answer is yes, then proceed with the sales process. If the answer is no, then don’t bother submitting a proposal.
I’ve noticed this single test works really well. Since I’ve used it, I haven’t had a single argument with a client. We’ve always found a way to discuss and agree upon details that might otherwise be turbulent.
It seems this test is more popular than I thought. Steve Jobs did something very similar when interviewing candidates to work at Apple. He called it the “beer test”.
According to this article, Steve would ask himself, “Would I have a beer with this person? Would I talk to him or her in a relaxed way while taking a walk?”
The takeaway
Finding good clients makes a huge difference when the project gets rough. Filter the ones that might not work well with you by applying a simple test.