When I am determining whether or not I should take on any particular client, I ask myself two things. Are they passionate about their work? Can I get passionate about it? If the answer is yes to those questions, I know that I can make a difference in terms of helping an organization to develop the resources necessary to fulfill its mission. If the answer is no to either or both of those questions, I usually pass and make a referral to a colleague. I’ve been asked how I can turn away new business. How can I not? It serves no one if the work we do together is a slog. It’s not going to be great work if I don’t have any juice behind it. Good? Probably. Fair? Sure. But I don’t do my work to be just good or fair. I do this work to help change lives. And that requires excellence. If I can’t bring my A game, I don’t play.