How To Turn Down A Consulting Assignment - Advice From the Trenches

If you're new in the business of consulting, you probably need the income, so why in the world would you consider turning down business?

There are, of course, a number of legitimate reasons for not engaging with a particular business. The most common: having moral or ethical questions with what the business is selling. Second: the owner's personality or obvious biases. Third: you're not confident you'll get paid.

How do you "gracefully" decline?

Saying "No" to a Prospective Client is Tricky.

Whatever the reason, how you bow out can be a delicate matter. I was referred once to a potential client who (in my mind) turned out to be a megalomaniac. Even though he seemed to have a legitimate business that could be helped by our direct marketing expertise, neither I nor my partner felt we could work with him.

He was so over the top that, after two tactful attempts failed, I had to resort to an honest answer, "I don't feel we can work with you!"

Being Direct Isn't Always The Best Answer.

Wow, was that ever a huge mistake. He then went into a rage and actually refused to return the portfolio of samples we had loaned him. (I ultimately got it back by threatening legal action!) This experience forced me to re-think about how to say "no" to prospective clients so that we could part ways on a civilized if not a friendly basis.

If you find yourself in an uncomfortable position with a prospective client, here are some ways you might dodge a potential bullet:

• "Unfortunately, my prior commitments preclude taking this kind of assignment on at this time."
• "I find this type of assignment very interesting, but I would be learning on your nickel. It might be more cost-effective for you to work with someone who has more direct experience. Let me check with a couple of colleagues and get back to you."
• "I have a couple of proposals out right now that are going to complicate my schedule and could represent a conflict in my time commitments. I wouldn't want to jeopardize your project. Let me check with a couple of colleagues to see if I can't find an appropriate referral for you."

While these may not be completely truthful, chances are your prospect isn't fully comfortable either and will be grateful that you have given him an easy way out. The point here is that potential clients - especially small business owners - often don't take criticism or rejection well. Avoid direct rejections wherever possible.

Turning Down Business Can Be a Good Marketing Strategy.

Since one of your marketing activities is maintaining relationships with other consultants, referring business to them wherever possible will likely enhance those relationships. Just be sure to be candid about why you're declining the opportunity.

Looking for more from the trenches of consulting? Joseph A. Krueger of The Marketing Machine® shares regular stories and tips - mostly marketing related -- for new and expert consultants at http://www.ConsultantsMarketingMachine.com.