When I worked in 'big consulting', I quickly noticed how our principals and partners were always looking for the next piece of work we could sell our client.

Not in a cheap, “let’s invent a problem” sort of way.

The lens was always to truly help the client.

But not far underneath was the very real need to maintain an active client relationship, both to hit revenue goals and keep a competitor from swooping in.

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So, I’d see the firm sell a broad variety of projects to the same client:

• For a retail client, after a massive internal reorg effort, we then sold a vendor negotiation project
• For a cruise line, after a customer experience audit, we then sold an itinerary overhaul

Large firms can support this octopus-like strategy because they have a deep bench of subject-matter experts and a highly versatile army of generalists to deploy.

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As solo consultants, though, our game is a bit different.

It’s not necessarily ‘follow-on work at any cost’.

Why?

Because follow-on project work will often steer you away from your unique expertise.

Expertise that may be more efficiently deployed somewhere else, with someone else.

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Now, it’s a great feeling when a client asks you to stay on for additional work.

No sales cycle.

Probably some pricing leverage.

Gravy train keeps flowing.

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But it’s at these naturally occurring breaks that we’ll want to remember to assess if the new work is as good for your business as it is for theirs.

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​The CZAR Test isn’t just for new clients — it’s for any new work that creeps outside of your niche:

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Cash

• Are you getting compensated for the deviation from your specialty?

Zone

• Is this additional work taking you out of your natural ‘genius zone’?

Acceleration

• Will this work help you better serve future clients in your niche?

Repeatability

• Will you conceivably sell this type of work again this year?

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Yes, it can be hard to turn down work.

Particularly from clients you’ve already onboarded and enjoy working with.

Just make sure you’re inserting your own needs (and niche) into the equation as well.

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💡

-Wes

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P.S. - Still struggling to triangulate your niche? I have three 1:1 NicheFinder slots remaining for April. Details and free consultations here.