What Do Perfect Clients Expect Of Boutique IT Service Firms?


Work Outside Upwork Or Fiverr

Good clients know that 90% of more projects on Upwork or Fiverr are from clients who are broke and/or broken.

  1. Fail to recognise their own incompetence.
  2. Fail to recognise competence in others.
  3. Fail to recognise the magnitude of their own incompetence.
  4. After becoming competent at that skill, they recognise and acknowledge their own previous incompetence.

Collaboration vs. Dictation

Good clients know that the end result is more dependent on them than on the professionals they hire.

  1. About 10% of success comes from the professional’s expertise.
  2. About 30% comes from the professional’s position in the relationship — peer vs. subordinate.
  3. About 60% comes from the client’s commitment to her own success.

Hiring vs. Recruiting

Bad clients hire professionals; good clients recruit them.

  • Content marketing strategist: Someone in the third-world to churn out blog posts at $5 apiece.
  • Business development manager: Someone to make 2,300 cold calls a day.

Philosophical Fit

While bad clients only care about criteria like price, number of Upwork hours worked, number of Upwork tests passed or client evaluations, good clients know something very important that English film director and Monty Python team member, Terry Gilliam has summarised thus…


With bad clients, professionals have to walk on eggshells, knowing they can get fired for no reason at all just because clients woke up on the wrong wide of their beds… some of them head-butting the wall rearranging the structure of their conks.

Busyness vs. Productivity

Many bad clients suffer from the rocking chair syndrome: Lots of busyness but zero or little progress.

Understand My World

Good clients want their professionals to understand the world clients operate in.

Admitting Mistakes

Good clients admit their mistakes. They know that in their peer-level relationships with professionals nothing bad can happen.

Extra Brain Cells vs. Extra Muscle

While bad clients seek extra muscles in professionals to perform rigidly defined tasks, usually based on flawed diagnosis and flawed solutions. Good clients seek new brain in professionals.


All in all, your perfect clients expect a real boutique experience from your firm. A 100% free-range, grass-fed, gluten-free, artisanal approach.



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Tom 'Bald Dog' Varjan

Tom 'Bald Dog' Varjan

Tom helps boutique IT service firms to liberate themselves from the yoke of the dreaded feast and famine cycle and fill their books with premium clients.