Creating a framework for new business prospects streamlines the process and helps you discern between good business and good enough business.

Over a decade of business experience has taught me a simple rule: not all business is good business. Sometimes when a prospect crosses your desk, the best thing to do is say no.

Earlier this year my business partner and I developed a “New Client Acceptance Framework,” in part to help us with saying no to projects that aren’t a good fit for our studio. While a New Client Acceptance Framework may sound fancy, it is a simple Google Spreadsheet that outlines a list of “yes” and “no” qualities for evaluating potential new business. Simple? Yes. Valuable? Definitely.

When it came to sales and business development, we were noticing two pain points in our company:

2. Too much back expertise 

1. Fluctuation in size and expertise

What considerations should you include in your framework?

Budget

Industry

Internal support

Timeline