Client Criteria in 20 Minutes: Avoid the $22K+ Wrong-Client Cost for $68K–$90K Operators
Build acceptance criteria in 15 minutes. Score prospects before saying yes. Filter out problem clients who would cost you $20K-$40K in energy, time, and money.
The Executive Summary
Operators in the $68K–$90K/month band quietly pay $22K–$40K+ a year for wrong-fit clients; a 20-minute client criteria build filters prospects before you say yes and stops 30% problem clients at the door.
Who this is for: Founders and operators at $68K–$90K/month who feel they “can’t afford to be picky,” keep saying yes to almost everyone, and end up with 20–30% of clients draining time, energy, and profit.
The Wrong-Client Problem: This article targets the acceptance gap where saying yes without criteria creates 30% problem clients, easily costing $20K–$40K annually in refunds, scope creep, unpaid time, and stress.
What you’ll learn: The 15-Minute Acceptance Criteria Build, five criteria buckets (Budget/Value, Scope/Expertise, Timeline, Communication, Values/Vision), a 0–50 point scoring system, and clear decision thresholds for when to accept or decline.
What changes if you apply it: You move from “money is money” to a hard filter, say no to the bottom 20–30% of prospects, keep only high-fit clients, and avoid cases like Jett’s where two declined prospects would have cost $15K–$25K each.
Time to implement: It takes 15 minutes to build criteria, 5 minutes per prospect to score, and a 30-minute monthly review to refine—enough to prevent $20K–$40K in wrong-client costs every year.
Written by Nour Boustani for $68K–$90K/month founders who want a calmer, higher-margin client roster without gambling on every inquiry that shows up.
You can keep paying $22K–$40K+ in wrong-client costs or install a 20-minute filter that stops them cold. Upgrade to premium and stop saying yes to clients that break your business.
Why 15-Minute Acceptance Criteria Matters
Most founders say yes to everyone. Money is money. Revenue is revenue. Can’t afford to be picky.
Result: 30% of clients are a wrong fit. High drain, low value, constant problems.
The problem isn’t finding clients. It’s accepting wrong ones because you have no filter.
15-minute acceptance criteria creates:
Clear yes/no decision framework (5 minutes to score prospects)
Filter before problems start (not after they cost money)
Confidence to say no (knowing exactly why)
Better client mix (higher quality, less drama)
Without acceptance criteria:
Saying yes to everyone (desperate for revenue)
30% problem clients (constant firefighting)
Burning time on low-value work
Can’t scale because quality is inconsistent
With acceptance criteria:
Say no to the bottom 20-30% of prospects
Keep only high-fit clients
Predictable delivery (fewer surprises)
Scale with quality (because standards exist)
ROI: 15 minutes to build = avoiding $20K-$40K annually in problem client costs (time, energy, refunds, stress).
After 15 Minutes, You’ll Have
1. Five Criteria Categories
Budget/Value fit (can they afford you, do they value it)
Scope/Expertise fit (is this your zone of genius)
Timeline fit (can you deliver on their timeline)
Communication fit (do they respect boundaries)
Values/Vision fit (aligned on approach)
2. Scoring System
Each criterion: 0-10 points
Total score: 0-50
Accept threshold: 35+ (customize based on need)
3. Decision Rules
Score 40-50: Ideal client (say yes immediately)
Score 35-39: Good fit (say yes with boundaries)
Score 25-34: Marginal fit (say no unless desperate)
Score 0-24: Wrong fit (always say no)
4. Next 5 Prospects Scored
Practice on the current pipeline
See which you’d accept vs. decline
Identify patterns in ideal clients
You can immediately:
Stop saying yes to everyone
Filter prospects in 5 minutes
Build a better client base systematically
This Takes 15 Minutes. Not Days of Analysis. Not “Someday.” Right Now.
You don’t need:
Complex assessment tools
Consultant frameworks
Team discussion
Perfect criteria
You need:
Last 5 clients (best and worst)
15 minutes
This framework
Willingness to say no
That’s it. Do this before your next prospect call. The next section is the framework—but clarity comes from using it.
15 minutes. Start timer. Go.
The 15-Minute Acceptance Criteria Build
Protocol Overview
What you’re doing: Creating a 5-criteria scoring system to filter prospects before saying yes
What you need:
List of last 5 clients (or current clients)
Paper and pen
15 minutes
This framework
Expected outcome:
Five criteria defined
Scoring system built (0-50 points)
Decision thresholds set
First 5 prospects scored
Time breakdown:
Minutes 1-5: Define your five criteria
Minutes 6-10: Build scoring system
Minutes 11-12: Set decision thresholds
Minutes 13-15: Score current prospects
Minutes 1-5: Define Your Five Criteria
What to do: Identify what makes a client ideal vs. problematic. Use the last 5 clients as a reference.
STEP 1: List Your Best and Worst Clients
- Best 2 clients (easiest, most valuable):
- ________________ (why great: ________________)
- ________________ (why great: ________________)
- Worst 2 clients (hardest, most problematic):
- ________________ (why difficult: ________________)
- ________________ (why difficult: ________________)
- Patterns you see:
- _______________________________STEP 2: Build Your Five Criteria
Based on your best/worst analysis, select your top 5 criteria from these categories:
CRITERION 1: BUDGET/VALUE FIT
Does the prospect value your work, and can they afford proper pricing?
Red flags:
Price shopping (focused on the cheapest option)
Budget under your minimum
Doesn’t understand the value
Expects premium work at discount pricing
Green flags:
Invests in quality solutions
Budget aligns with the scope
Values expertise over price
Pays on time, no haggling
Your Criterion 1: _
CRITERION 2: SCOPE/EXPERTISE FIT
Is this work in your zone of genius? Do you have a proven process for this?
Red flags:
Outside your core expertise
Would require learning new skills
One-off project you won’t repeat
Not aligned with your positioning
Green flags:
Exactly what you’re best at
You have a proven system
Repeatable work you can scale
Strengthens your positioning
Your Criterion 2: _
CRITERION 3: TIMELINE FIT
Can you deliver on their timeline without burning out?
Red flags:
Unrealistic deadlines (”need it by Friday”)
No flexibility on timing
Rush fees required
Would require nights/weekends
Green flags:
Reasonable timeline
Flexibility on dates
Aligns with your capacity
No rush requirement
Your Criterion 3: _
CRITERION 4: COMMUNICATION FIT
Do they respect boundaries and communicate professionally?
Red flags:
Texting/calling outside hours
Demands immediate responses
Disrespects your time
Poor communication (vague, changes mind)
Green flags:
Respects business hours
Clear communication
Organized and prepared
Trusts your expertise
Your Criterion 4: _
CRITERION 5: VALUES/VISION FIT
Are you aligned on approach, values, and desired outcome?
Red flags:
Wants to micromanage the process
Different values (ethics, approach)
Unclear on the desired outcome
Would require compromising standards
Green flags:
Aligned on approach
Shared values
Clear on outcome
Trusts your process
Your Criterion 5: _
Minutes 6-10: Build Scoring System
What to do: Create a 0-10 scale for each criterion with clear definitions.
SCORING SCALE (0-10 for each criterion):
0-3: Poor fit (red flags present, likely problems)
4-6: Marginal fit (some concerns, requires management)
7-8: Good fit (mostly positive, minor concerns)
9-10: Ideal fit (perfect alignment, green flags only)
YOUR SCORING GUIDE:
Criterion 1: Budget/Value Fit
9-10: Strong budget, values quality, no price objections
7-8: Good budget, understands value, minor negotiations
4-6: Tight budget, some price sensitivity, needs convincing
0-3: Under-budget, price-focused, doesn’t value expertise
Criterion 2: Scope/Expertise Fit
9-10: Exactly your specialty, have proven system, repeatable
7-8: Within expertise, can deliver well, slight stretch
4-6: Somewhat outside zone, would require extra effort
0-3: Outside expertise, major learning curve, one-off
Criterion 3: Timeline Fit
9-10: Perfect timeline, flexible, aligns with capacity
7-8: Reasonable timeline, slight pressure, but doable
4-6: Tight timeline, would require acceleration
0-3: Unrealistic timeline, would require nights/weekends
Criterion 4: Communication Fit
9-10: Professional, organized, respects boundaries
7-8: Good communication, occasional boundary test
4-6: Disorganized, some boundary issues, requires training
0-3: Unprofessional, constant violations, red flags
Criterion 5: Values/Vision Fit
9-10: Perfectly aligned values, trusts process, clear vision
7-8: Mostly aligned, minor differences, workable
4-6: Some misalignment, would require compromise
0-3: Major misalignment, micromanagement, control issues
TOTAL SCORE: Sum of all 5 criteria (maximum 50 points)
Minutes 11-12: Set Decision Thresholds
What to do: Define score ranges and corresponding decisions.
DECISION FRAMEWORK:
Score 40-50: IDEAL CLIENT
Decision: Say yes immediately
Action: Send proposal same day
Priority: High (make time for these)
Score 35-39: GOOD FIT
Decision: Say yes with clear boundaries
Action: Set expectations upfront
Priority: Medium (take if capacity exists)
Score 25-34: MARGINAL FIT
Decision: Say no unless desperate for revenue
Action: If yes, premium pricing + strict boundaries
Priority: Low (only if nothing better)
Score 0-24: WRONG FIT
Decision: Always say no
Action: Refer to someone else or decline politely
Priority: Never (protect your business)
YOUR ACCEPT THRESHOLD: _ points minimum
(Start with 35 if unsure. Adjust up as you fill capacity.)
Minutes 13-15: Score Current Prospects
What to do: Practice on 5 current prospects or recent inquiries.
PROSPECT 1: ___
Repeat this same process for all prospects.
SCORING INSIGHTS:
How many would you accept? ___
How many would you decline? ___
What patterns do you see? ___
What Jett Discovered in 15 Minutes
Jett was making $78K monthly from 10 clients. Pattern: 3 clients (30%) were constant problems. High maintenance, scope creep, late payments, energy drains.
He’d been saying yes to everyone. Money is money. Can’t afford to be picky.
Wrong.
He built acceptance criteria in 15 minutes.
His Five Criteria:
Budget fit: Can they afford $8K+ monthly minimum
Expertise fit: Is this strategy work (not execution)
Timeline fit: Do they accept a 4-week delivery minimum
Communication fit: Do they respect business hours
Values fit: Do they trust his process
Threshold set: 35 points minimum to accept
He scored his current 10 clients retroactively:
3 problem clients scores:
Client A: 22 points (budget 4, scope 6, timeline 3, communication 5, values 4)
Client B: 26 points (budget 5, scope 4, timeline 5, communication 6, values 6)
Client C: 18 points (budget 3, scope 3, timeline 4, communication 4, values 4)
All three scored below 35. He should never have accepted them.
7 good clients scores: All scored 38-48 (above threshold)
He scored his next 5 prospects:
Prospect 1: 44 points → Accept (ideal fit)
Prospect 2: 28 points → Decline (wrong fit)
Prospect 3: 41 points → Accept (great fit)
Prospect 4: 31 points → Decline (marginal, not worth it)
Prospect 5: 38 points → Accept (good fit)
Decision: Said no to Prospects 2 and 4. Accepted 1, 3, and 5.
Week 2 result: Prospect 2 (whom he declined) contacted another founder. Became a nightmare client. Scope creep, late payments, and a threatened lawsuit over nothing. Cost that founder 60 hours + $8K in problems.
Jett avoided this because he scored 28 and said no.
Week 4 result: Prospect 4 (whom he declined) signed with a competitor. Fired them after 2 weeks. Demanded a refund. Left bad reviews. Constant drama.
Jett avoided this because he scored 31 and said no.
Estimated value of two “no” decisions: Avoided $15K-$25K in time, energy, refunds, and stress.
Time investment: 15 minutes to build criteria + 5 minutes per prospect = $15K-$25K return.
ROI: 1,000X+ on time invested.
The shift: From “Can’t afford to say no” to “Can’t afford to say yes to wrong clients.”
Make It Your Standard Process
Score Every Prospect Before Saying Yes
New prospect inquiry flow:
Step 1: Discovery call (understand their needs)
Step 2: Score them using your 5 criteria (takes 5 minutes)
Step 3: Make a decision based on the score:
40-50: Send proposal same day
35-39: Send proposal with clear boundaries
25-34: Decline (or premium pricing if desperate)
0-24: Always decline
Step 4: For accepted clients, track actual experience
Step 5: Refine criteria quarterly based on patterns
Monthly ritual: Review all clients. Score them retroactively. Identify patterns. Adjust criteria.
Takes 30 minutes monthly. Prevents $20K-$40K annually in problem clients.
ROI: 40-80X monthly time investment
When to Go Deeper
If the acceptance criteria reveal you need complete client systems:
You need a systematic client management infrastructure.
The Repeatable Sale: Turn one yes into ten without more pitching—systematic client acquisition that fills the pipeline with qualified prospects
Delivery That Sells: Turn one client into five referrals—create a delivery experience that generates qualified referrals matching your criteria
The Client Filter: Complete client selection system—deep framework for attracting and keeping only ideal clients at scale
Your Next Move
You’re saying yes to everyone. 30% of clients are a wrong fit. Constant problems, energy drains, scope creep.
Build acceptance criteria today. 15 minutes. Score your next 5 prospects before saying yes.
Use the framework:
Minutes 1-5: Define 5 criteria based on best/worst clients
Minutes 6-10: Build 0-10 scoring scale for each
Minutes 11-12: Set decision thresholds (35+ recommended)
Minutes 13-15: Score current prospects, practice decisions
Start using it immediately. Every new inquiry gets scored. No exceptions.
Or keep saying yes to everyone. Keep getting problem clients. Keep wondering why 30% of your work drains you.
Your choice.
FAQ: 15-Minute Client Acceptance Criteria
Q: How does the 15-Minute Acceptance Criteria Build stop the $22K–$40K wrong-client drain?
A: You define five criteria, build a 0–50 scoring system, and say no to the bottom 20–30% of prospects who would otherwise create $20K–$40K annually in refunds, scope creep, unpaid time, and stress.
Q: How do I use the 15-Minute Acceptance Criteria Build with the 0–50 scoring system before I say yes to a new client?
A: After a discovery call, you score Budget/Value, Scope/Expertise, Timeline, Communication, and Values/Vision from 0–10 each, then accept only if the total is at or above your threshold (usually 35+) before sending a proposal.
Q: How much does it actually cost to keep saying yes without client acceptance criteria at $68K–$90K/month?
A: Founders in the $68K–$90K/month band typically see around 30% of clients become problems, quietly costing $22K–$40K+ per year in extra time, refunds, and operational drag.
Q: What happens if I keep accepting everyone and never install the acceptance criteria filter?
A: Around 30% of your clients stay wrong-fit, you keep firefighting scope creep, late payments, and drama, and you cap your ability to scale because quality and energy are constantly leaking.
Q: When should I say yes, say no, or say “only if desperate” using the scoring thresholds?
A: Scores of 40–50 are ideal clients you say yes to immediately, 35–39 are good fits you accept with clear boundaries, 25–34 are marginal fits you usually decline (or price at a premium if desperate), and 0–24 are wrong-fit clients you always decline.
Q: How do I build my five criteria in 15 minutes using my last five clients?
A: In minutes 1–5 you list your two best and two worst clients, extract patterns around Budget/Value, Scope/Expertise, Timeline, Communication, and Values/Vision, and then lock in your top five acceptance criteria based on those patterns.
Q: What happens if a prospect scores below 35 but I feel tempted to take them for the revenue?
A: The article treats sub‑35 scores as a clear warning that they are marginal or wrong-fit, meaning you are trading short-term cash for likely problems in the form of scope creep, boundary violations, and energy drains that can easily add up to $20K–$40K annually.
Q: How did Jett use this framework to avoid the $15K–$25K “wrong yes” disaster?
A: Jett set a 35-point minimum, scored three problem clients between 18 and 26 (all below threshold), then used the same criteria to decline two new prospects who later cost another founder 60 hours and $8K and a competitor a refund, bad reviews, and ongoing drama—an estimated $15K–$25K avoided.
Q: When and how often should I apply the acceptance criteria once it’s built?
A: You score every new inquiry in about 5 minutes before saying yes, then run a 30-minute monthly review where you retroactively score all clients, refine your criteria, and keep tightening the filter that prevents $20K–$40K in wrong-client costs each year.
Q: Who benefits most from installing this acceptance criteria system right now?
A: Founders and operators at $68K–$90K/month who feel they “can’t afford to be picky,” consistently end up with 20–30% of clients draining time and energy, and need a fast, repeatable way to protect profit and sanity before the next sales call.
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