Client Management | Evan Horowitz Advising

How to Upgrade Your Clients

A lot of people approach me because they want better clients than the ones they’re getting normally. Typically that means bigger clients, higher-paying projects. Or nicer clients, who treat you well. Clients that are totally aligned with the work you love to do. Guess what …

5 Ways to Raise Prices without Losing Clients

Recently the owner of a successful design firm approached me for help raising their rates. They hadn’t raised their rates in years, and she knew their fees were quite low compared to many of their competitors. But she was very nervous. She couldn’t afford to …

When the Client Won’t Tell You Their Budget

Tired of shooting in the dark? Don’t like leaving money on the table? Here’s how to close the sale and maximize your earnings.

When to Fire a Client

Over the course of my career, I’ve had the pleasure of working with some truly amazing clients. But I’ve also run into the occasional client who has been less than ideal to work with…

4 Ways to Handle Price-Obsessed Prospects

“Oh, that’s expensive.” I used to hate hearing this. Everything would be going great with a potential client. I would explain how I can help them, and they would nod their head enthusiastically. Then I would tell them the price and everything would grind to …

How to Turn an Ending Project into New Business

When a client engagement ends, it’s often bittersweet. It’s great to have another happy customer appreciating your work. But it’s also sad, because the revenue ends. Most business owners don’t realize there are ways to turn this sad event into new business.

Land Bigger Projects by Offering Options

Recently, a marketing firm hired me to help them sell bigger projects. I suggested that they beef up their proposals and pitch bigger projects to their prospects. “We can’t do that,” my client explained, “because we’re already too expensive for many prospects, and losing that …

How to Handle Requests for Freebies

There was a moment after I started my business when I realized that lots of people were hitting me up for advice. Not only were clients eager to learn as much from me as possible, but old friends and new contacts were asking to “pick …

How to Get Clients to Behave (and Still Love You)

You love your clients…most of the time. Sometimes they are really aggravating! They can be late, uncooperative, or unresponsive. They can be overly demanding (like when they ask for the moon and budget for marbles). I want to share strategies to keep your clients in …

How to Communicate Bad News to Customers

Stuff went wrong, now you have to tell your customer. Here’s 5 steps to keep the conversation constructive in a tough situation.

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