Ron Baker, host of The Soul of Enterprise and author of Implementing Value Pricing and Time’s Up sustains that you (paraphrasing him):
“need to look at clients like an investment portfolio. Some might have more risk, and be more profitable; some more conservative, and safer”.
In that way you can start finding balance in how you play and how you reach prospects and the ones you want to work with—which just made me think of poker and how, if you always play risky, your odds to lose are higher… just as if you play really conservative.
It’s about finding the right mix.