Do you think it's right to turn down business?

Whilst I enjoy the technical side of the job I do for clients, the area of my work I really enjoy is the people side....building a relationship with a client, understanding them as an individual and gaining enough information from the client to do a great job.

I was referred a new client this week and we had a really enjoyable client meeting. Now, I know what you’re thinking.....surely an enjoyable meeting with an Independent Financial Adviser is a bit of a contradiction!! However we had a really good chat about what he aims to achieve financially in the future, what’s important to him as an individual, as well as discussing subjects as diverse as his favourite coastal resort, the implications of the recent riots and favourite sandwich fillings!

When I meet with prospective clients, one of the important factors is whether we both believe we will able to work together. I like to think that I get on with most people and this occurrence is pretty rare, however In the past at the end of either the first or second meeting I have decided that I don’t see the relationship with the client working longer term and have decided we couldn’t work together.

Now, I’ve mentioned this during the past in meetings with other businesses and I received a shocked look!! “Chris, are you mad?? Why would you turn down business just because you don’t get on with the client??” was one of the comments I received.

However, I’m sticking to my guns on this one, and here are the reasons why....

Firstly, life’s too short!! I spend a lot of my waking hours working and I’d prefer to be enjoying this time working with individuals or businesses I have a good relationship with rather than working with clients where I don’t enjoy spending time with them.

Secondly, due to the fact that my promise to my clients is to review their financial provisions and plans on a regular basis...I need to ensure that the foundation of a long term relationship is built from day one. I’m not sure that you can build this relationship if you feel you can’t get on in the initial couple of meetings.

And lastly, if I’m feeling that the relationship isn’t working....surely the prospective client feels the same way?

However, I’m prepared to be proven wrong on this one.....what do you think?