4

CLOSE ENCOUNTERS OF THE CLIENT KIND

We’re about one month into your new venture and it’s time to bring the first piece of business on board if you haven’t done so yet. That’s right: This month at the latest you receive your first check, wire, credit card, or old jewelry in compensation for your value.

You will be approximately 6–12 months ahead of most people starting their own professional services practice.

FINDING THAT ELUSIVE AND IMPORTANT NUMBER ONE

Let’s start with the acquisition, and we’ll talk about broader practices later in this chapter. Bringing on board that all-important first client sometimes means reasonable compromises and learning that people will pay for value.

If you left your former employer with a positive relationship ...

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