Turning down work is easier when business is booming and you've got more than you can handle. But when things are slow, it's tempting to go after jobs, customers and markets you'd be better off without. From PHC Profit Report, here are some guidelines that may help you say no when the pressure is on:

Beware of:
1. The Unknown. If you're in over your head and the job requires you to do something you've never done before.

2. Large investments of time or money with iffy prospects for a timely return.

3. Stranger danger. If you know nothing about the customer and the project sounds too good to be true.

4. Manpower crunch. If the job requires you to make hasty hiring decisions.

5. Unrealistic schedules. If the job is yours for the asking, but they want it done faster than you've ever done it before.

6. Dangling carrots. Don't be fooled by the promise of lucrative future work, "if you'll just do this one little job for nothing."

7. Fuzzy Benefits. If the best thing about it is that it'll look good on your client list, it's probably not worth the price.

8. Major Mismatch. Your specialty is quality work but your customer is a penny pincher who treats your talent like a commodity.

9. Deferred gratification. Saying yes now to a project that's not quite right may require you to say no to a better project down the road.

10. Bad vibes. Follow your instincts, no matter what words they're using.

How to decline with grace
When I was 2, saying no was not only easy, it was loads of fun. As I've gotten older, it's become more difficult and considerably less fun. But it's essential to the success of a business. You must say no to some things in order to say yes to others. And sometimes, you have to walk away because, while everything else seems fine, the price is just not right.

So when you know it would be better to say no, here are some possible responses to "Can't you do it for less?":

• Yes, but if I don't maintain a good profit margin, I won't be in business the next time you look for me.
  
• Yes, but I wouldn't be proud to have my name on the work.
  
• Yes, but you won't be satisfied and that's all you'll remember.
  
• Yes, but I wouldn't be able to devote the time and attention your project deserves.
  
• No, but let's see what can we do within your budget.
  
• No, but we can make a few changes that might lower the price.
  
• No, because my prices are based on actual costs. But I can refer someone who may be able to do it for less.

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