Should you really select this customer ?

1. Can you deliver spectacular results? If not, consider letting someone else have the job. It's good to stretch yourself professionally, but taking on work that is not a good fit for your expertise is like writing a book, doing a triathlon, or acting—it's a lot harder than you think.
2. Do you really want to do the work? As you meet with a prospective client, find out whom you'd be working with and the nature of the work. Listen to your instincts. Do you want to work with the people you've met? Will the work be interesting enough to satisfy you beyond the money you'd make? Do you have a passion for helping the client reach the desired outcome? If not, consider walking away.
3. Are there big "whys" for the project? Why does the client need to do this project? And, why now? The answers will clue you in to the importance, relevance, and value of the project. If you want to grow as a consultant and make a meaningful impact, you should aim to work on clients' most pressing issues.
4. Does the proposed schedule make sense? One reality for 99% of projects is that everything will take more time and effort than you think. People are eternal optimists when they plan a project, so it's up to you to be the realist. You'll suffer throughout the project, and probably lose money, if you go along with an overly aggressive schedule. One test for schedule validity is to count the assumptions. As a rule of thumb, the more project assumptions, the less faith you should have in the planned schedule.
5. Can you tell if the project is funded? While knowing this answer is important, asking a client the question too directly can make it seem like you are interested only in the client's money. Besides, unbudgeted funds can miraculously appear when a good idea is on the table. Still, you should pay attention to the clues about the level of financial support for the project.
6. Will you be working with a decision maker? As much as we want to sell directly to decision makers, it's not always possible. But make sure you will be working with a decision maker on the project. You'll put project success and your sanity on the line if you must rely on a client team member who can't (or won't) make the essential decisions that every project demands.
7. Are you prepared to sacrifice something else to take on this work? Your final consideration should be about lost opportunity costs—personal and professional. If you use your time to work on this project, what must you abandon or delay? Be honest with yourself about what you won't be able to do and about the anxiety you may feel for not attending to other urgent matters.