Now and again, a prospect shows up that your instincts or experience tells you to pass on. That’s not always an easy call, especially when the initial chemistry feels right. There are circumstances, though, when it’s 99% certain that it’s the right call.

Dupont was on to something in the 1930s when they coined this tagline. But they probably weren’t thinking of it in the context of evaluating prospective clients. I do. In fact, chemistry is the most immediate of the three criteria that any solid working relationship requires.