It's a rite of passage for many professional service firms: a client who's never happy and never quiet about it. Most autopsies after the disaster find one common theme: warning signs were ignored during the sales process. It's tempting to sweep these red flags under the rug during the thrill of the hunt. The price for doing so is more effort and more aggravation, all without a happy ending.

Below are three scenarios to watch out for in the sales process that can spell trouble once the real work begins.

Scenario 1: Signing Up A Superhero

Many prospects approach us because they have a big problem. They have tried a variety of solutions and have learned that they can't move forward on their own.

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