Firing Your Worst Clients When Building A Micro-Niche?

When building a micro-niche you identify and build around your best clients. When focusing on efficiency you typically want to identify the 20% of your clients who use 80% of your time. In most firms, these clients drain your productivity and your patience. The focus of your larger practice needs to be on the clients who need your micro-niche services and those who will need those services in the...

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Go Ahead – Fire that Slow-Paying Client!

Chances are good that somewhere in your book of business there are clients you would love to fire. Yet despite your frustration, you simply cannot bring yourself to do it. Maybe you are thinking  S/he really needs my help. His business is in trouble. He can’t afford to pay on time. I need all of my clients to earn a profit. He’s been a client of the firm longer than I’ve been...

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When Did You Last Fire a Client?

By David Wolfskehl The reaction can occasionally be dangerous when you ask top management of an accounting firm, “When did you last fire a client?” The question seems distasteful and counter-intuitive to most leaders of these firms. There was certainly a time when bragging rights (and presumably higher revenues) went to the firm with the largest client base. The business environment in which...

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