Author: Renée Taylor
Published: 26 July 2024
There may be no such thing as a bad client, but you could have many who might not be right to grow your business in the right direction. When we’re working to build our business and meet revenue targets, it’s tempting to take every job that walks in the door, or to undertake every task an existing client presents.
And then at the end of the year we ask ourselves why we bothered to work so hard only to end up with low profits or worse, high writeoffs – because you’re spending your time and effort doing work that isn’t the right fit.
Is your practice the one you would like it to be? Are you doing the work you want to specialise in and that will bring you the benefits you’re looking for? Like being known for specialist expertise, being able to charge premium rates, and loving what you do?
The road to that happy place has three vehicles on it. One is being able to do the work you’re aiming for. That’s a given. The second is marketing yourself that way. Make sure your clients and potential clients know this about you. And the third is actually specialising in that work by being selective, rather than doing whatever is asked.
It seems there are always reasons to keep doing it. You don’t want to say no to revenue. You want to please the client. But is this the easy path to a wrong destination?
If you spend your time on the wrong type of work, you’ll never be known for the work you really want to do.
The first step is client analysis. Will your existing clients get you where you want to go? If not, which ones will? There are decisions to be made, and they might not be as hard as you think. And they don’t need to mean your revenue will fall off a cliff.
First a review, then a client management plan, then a growing business. And then, who knows? Maybe the success you are striving for.
Author: Renée Taylor
Published: 26 July 2024
There may be no such thing as a bad client, but you could have many who might not be right to grow your business in the right direction. When we’re working to build our business and meet revenue targets, it’s tempting to take every job that walks in the door, or to undertake every task an existing client presents.
And then at the end of the year we ask ourselves why we bothered to work so hard only to end up with low profits or worse, high writeoffs – because you’re spending your time and effort doing work that isn’t the right fit.
Is your practice the one you would like it to be? Are you doing the work you want to specialise in and that will bring you the benefits you’re looking for? Like being known for specialist expertise, being able to charge premium rates, and loving what you do?
The road to that happy place has three vehicles on it. One is being able to do the work you’re aiming for. That’s a given. The second is marketing yourself that way. Make sure your clients and potential clients know this about you. And the third is actually specialising in that work by being selective, rather than doing whatever is asked.
It seems there are always reasons to keep doing it. You don’t want to say no to revenue. You want to please the client. But is this the easy path to a wrong destination?
If you spend your time on the wrong type of work, you’ll never be known for the work you really want to do.
The first step is client analysis. Will your existing clients get you where you want to go? If not, which ones will? There are decisions to be made, and they might not be as hard as you think. And they don’t need to mean your revenue will fall off a cliff.
First a review, then a client management plan, then a growing business. And then, who knows? Maybe the success you are striving for.
