Falling into a vicious cycle of overserving is all too easy. Offering services for free in a pitch. Giving in to the ‘people pleaser’ gene that leads you to commit to tasks beyond the scope of a project. Allowing senior staff to work on tasks that more junior folk could do. We’ve all done it. But while our intentions are good, there is a downside.
When you work beyond a project’s scope you devalue your services. Clients question the value of your time when you give it away for free. You also have to find a way to absorb all those extra hours. Work longer days? Sacrifice new business activities? Take time from other [paying] clients? None are good business practice.
The reality is that overservicing brings in no extra money. It leaves your team overworked, stress out and frustrated that their efforts aren’t resulting in a bigger pay packet and a healthier bottom line.
There is a way out. Here’s my 5-step plan for success: