Turning Down Work is Good Marketing

​I’ve been reminded a few times lately that it is sometimes a good marketing decision to turn down work. Saying no to certain clients and projects is a good marketing strategy for several reasons.

1. Working for clients who only want low bid work see engineering or architecture as just another commodity, or worse, a necessary evil to get through a project. Do you want to be a commodity or a necessary evil?
2. Some clients love scope creep! They love to get you contracted for one scope of work, only to change and add scope tasks but expect not to be billed for the extra work. Do you want to keep working on projects that lose money?
3. The client and project may be a great fit, but you know from the beginning you cannot make their timeline or stay within their budget. You either tell them this upfront and let them decide on still hiring you, or you gently pass and let them know that while you would enjoy working for them, you just cannot take on their project at this time.
4. You have a great client who asks you to do a project you know is outside of your level of expertise. You know enough to “get by” but also recognize there are other consultants who would do a much better job. Help the client find the right consultant to do the job.

Good marketing does not allow engineering services to be commoditized or viewed as a necessary evil. Good marketing means completing profitable projects and getting paid for your expertise. Good marketing is being honest and open about what you can and cannot do. Good marketing is staying within your ability and not trying to be all things to all clients.