On Bended KneeWill that big-name client end up making—or breaking—your business?

Growing businesses have always had to be quick and nimble tocompete in the big leagues. The concept of getting the sale now andadapting to fulfill the orders is practically ingrained in theentrepreneurial fast-growth mentality. But when times are tight,you have to be particularly careful about what customers you takeon and under what terms. Winning a big client could either fulfillyour dreams of steady income for the next six to 18 months and adda big name to your resume or bankrupt you faster than you can say"widget."

It all depends on how strategically you plan, experts say.Entrepreneurs tend to manage from the gut and fail to thinkinstitutionally, says Jeffrey Bolton, managing partner withaccounting firmDaszkal Bolton LLPin Boca Raton, Florida. "Sogoing into a deal, they don't do the legwork," he says."They don't have the firepower internally to figure outwhat their bid should be and how to monitor the bid."