The Management Consultant, 2nd Edition

Chapter 13

Knowing when to say no

In the preceding chapters I described how to make consultancy an effective and viable business. This has been a largely positive outlook on how to be a successful consultant. But success does not only come down to executing your work in the best way. You must choose the right work. The flip side of choosing the right work is rejecting engagements you’d be better off without.

Successful consultancy is a partnership with a client – a relationship both parties voluntarily enter into. Clients choose us – and we choose our clients.

There is always a commercial reality. Sometimes you can pick and choose, but everyone needs to earn an income, and you cannot always be overly selective in your work. However, you ...