Sensible advice from Randy Shattuck, particularly for SMEs - being picky might seem dangerous in the short term but it's a strategy that pays off.
Client acquisition tends to be a top goal for nearly every professional service firm. A growth orientation can sometimes cause service firms to take on clients who may not be ideal. I would argue that this is not a wise path to take. When service firms work primarily with ideal clients, a few very powerful things start to happen. Here is what I have witnessed. Their Market Position Becomes Very Clear This makes it easy for prospective ideal clients to find them. It also shortens the sales cycle because prospects can clearly see if they are a good fit for the service provider. Ideal clients tend to self-select into dialogue.