How many times has your business been “bullied” in a meeting? You feel the client squeezing your margins, holding all the cards while you’re practically begging for their work. I’ve been there too many times, and it’s a miserable place to be.

We used to buy into the old BS that the client always has the upper hand. But as part of our rebuild, we decided that every deal must be a WIN-WIN. It’s about creating a level playing field, a genuine human-to-human interaction. We exist to make a profit, and we’re not shy about it.

Here’s a story for you: In the early years, we had a legal client. They were always calling me to their office for minor IT issues, mostly user errors. But each time, they’d push for fee reductions, accuse us of breaching the contract, even threaten to sue. It was stressful, my team hated it, but we put up with it because their fees were good.

That client was the first I cut during our rebuild. They were shocked, upset, and it was a hit to their ego. But I didn’t need the stress. The new iQuest has a backbone. If a client can’t show basic respect for our team or acknowledge that we’re here to make a profit too, it’s not worth working with them.

Successful partnerships are built on mutual respect and understanding. Without those, it’s just not worth the hassle. You’ve got to know when to walk away, even if it stings a bit. That’s how you build a business with a solid foundation—one that stands on its own, not on someone else’s terms.

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