Go Big

Running a business has a cruel irony: the clients who pay you the least will cause you the most headaches. I learned this the hard way.

Running a business has a cruel irony: the clients who pay you the least will cause you the most headaches. I learned this the hard way. The small clients who haggle over every dollar are the same ones who don't pay on time, question every invoice, and somehow never have the basic equipment ready when you arrive for their event. They treat every interaction like a negotiation and every bill like a personal attack.

The great clients operate differently. They say yes or no to your rate without the drama. They have professional teams, working equipment, and systems that function well. When you walk into their building, someone greets you who knows what they're doing. This isn't about money. It's a mindset. Small clients see every dollar as a loss. Big clients see good work as an investment. Small clients focus on what things cost. Big clients focus on what things are worth. The difference shows up everywhere. Big clients reply to emails quickly because they respect your time. They have backup plans for their backup plans. They understand that smooth execution requires resources, and they're willing to allocate them.

Going big is about standards. It's choosing to work with people who share your definition of professional rather than those who see every interaction as a battle. When you earn those big opportunities, they demand everything you have. The expectations are higher, and the stakes matter more. But that's exactly why they're worth chasing. They force you to be better. Most people think small to avoid risk. But here's the thing about risk: working with difficult clients who don't value what you do is risky too. It's just a slower, more painful kind of risk.

And when you’re the client, behave like a big one regardless of your size. Be responsive. Pay invoices immediately. Ensure your team is supporting and ready for the people you are partnering with. Be known as someone who is excellent to work with.

The optimists have a better shot at winning because they're playing a different game. While others minimize downside, they maximize upside. While others cut costs, they create value. Your time and expertise are finite resources. You can spend them on clients who appreciate what you bring, or you can spend them on people who see you as an expense to be minimized. The choice isn't between big and small. It's between excellence and mediocrity, between partners and adversaries, between building something meaningful and just getting by. Be true to your word. Work with the best. When those opportunities come, make the most of them. Because going big isn't just a business strategy. It's a philosophy about how you want to spend your professional life.