The Glass Slipper Strategy: How to Find the Perfect Fit
Six questions we ask ourselves before we take your money.
Coalesce is a custom product shop with a focus on emerging technology. We don’t just build websites or churn out code, we take ideas and make them products. We do our best work facilitating products through the full spectrum of planning, strategy, design, development, and beyond. And we are pretty damn good at it.
The only thing all our products have in common? An outstanding relationship with the client. A good relationship can power a product far beyond the its original purpose. A bad one, on the other hand can ruin the product and hurt all of its stakeholders (i.e huge buzzkill).
So, to say the least, the fit between our clients and us is a big deal. We take it very seriously. If the fit isn’t there we are more than happy to refer a client to a different shop or connect them with freelancers that better suit their project. No one likes to turn down work, but it’s better than investing in a bad relationship. We learned that the hard way. In the early days of the shop we took every job that came our way because we needed the work.
That feeling is universal to new business, but finding clients that fit is what takes you to the next level in the long run. Now in our seventh year, Coalesce has gotten a bit bigger and wiser. One of the most important changes we’ve made is the decision to say no to projects where there is a bad client fit. It’s still not easy but it makes a huge difference. Some projects, no matter how many dollar signs are on the contract, are just not worth the pain.
So what do we mean by fit, exactly? We think it’s more than sharing an industry or having a similar background. At it’s core, fit is about a shared passion for the work, a shared vision, and the ability to effectively communicate, even if that means adopting new protocol or even learning a new language. It doesn’t hurt if we also like the same bourbon (kidding…kind of).
Besides, fit is a universal challenge (and not just for Cinderella). You use the same process to hire a good mechanic or choose a new roommate.
Of course, the concept seems simple on the surface — work on projects you like with people who understand you. But that golden rule seems less shiny when there’s a big paycheck on the table or the client has a lot of industry influence.
So how do you know ahead of time if you’ll still be able to communicate and work together six or 12 months down the line? We built a litmus test — or should we say fitmus — that took into account our priorities, our interests, and our years of experiences with diverse relationships.
One tip for making your own litmus test? Write it down. Rules are harder to break when they are in on the page.
1. Is this a full-stack relationship?
We love handing over beautiful and modern UX design to our clients, but we do our best work when we exercise the full spectrum of our skills. We know that the best products are the ones that retain the same product partner from the early-stage strategy through design, development, iterations, and growth. This dedicated approach also makes for a more streamlined user experience, a better overall execution, and — usually — a faster time to launch.
2. Are we in it for the long haul?
The longer we work with brand or agency, the better we work together. Although we’re great at cranking out work with a quick turnaround, we often lean towards long-term relationships. It’s not a deal-breaking question, but if other answers are a no, a yes here might help tip the scales.
3. Are there realistic expectations? (No, but seriously.)
Anyone who wants to “change the Internet via a social photo app” or “revolutionize web search” might not be a great fit for our team. It’s not that we’re against “making the world a better place,” but we build first for the user, and if we don’t see a clear market for your product, it’s harder for us to say yes to the dress…or a new Google for that matter.
4. Can we get face time?
We like in-person meetings for a multitude of reasons and we gravitate toward clients who can make time for these IRL rendezvous. We’ve worked with clients all over the world and we’re happy to make a trip if it means we get to build something spectacular. We’re not fans of endless progress meetings. But we do like the magic of in-person conversation and collaboration, so if that’s not an option, there might be a bad fit.
5. Can we use emerging technology for this project?
Emerging tech like AR, IOT, and machine learning are some of our favorite fields. If a client’s work allows us to play in some of these sandboxes, that’s a big green flag for us.
6. Would we want to grab a beer with this client?
It’s the most cliche question in the known universe (or maybe even the unknown bits), but you can’t beat this question as an indicator for personality and shared interest. Of course, we’re not saying every client needs to be a beer fan. In fact, we’ll drink just about anything.
Want to test question six with us? Or see if we’re a good fit for your litmus test? Shoot us a line at hello@coalesce.nyc.
