As the end of the year approaches, you might find clients sitting on some ‘use it or lose it’ discretionary budget. This can present a window of urgency that perhaps didn’t exist in your last conversation with them.

As such, it could be a good time for a gentle check-in.

This may, however, require some adjustment to your typical services given time or budget constraints:

• Does the client only have $xx in the budget to spare?
  • ❌ Don’t just chop off part of your service.
  • ✅ Rather, propose a ‘Phase 1’ or just a diagnostic/assessment, and set the expectation that you can revisit the remaining phases in the new year
• Does the client only have xx weeks available for a project before the holidays?
  • ❌ Don’t try to cram everything in on an expedited schedule
  • ✅ Rather, propose the client pay now for services you’ll start now and complete in Q1

Even if a Q4 engagement doesn’t pan out, EOY presents a natural opportunity for a friendly pop-in to stay top of mind. You could even use it as a chance to share some new IP 💡, or just have an open-ended listening tour.

The end of the year doesn’t always have to be stressful. In fact, it may bring some surprise gifts…

💡

-Wes

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