Chris Ruisi The Coach - Monday Morning Wake-Up Call
Chris Ruisi The Coach
A warm welcome to all of the members of the Human Resources Association of the National Capital Area who I had the pleasure of presenting to on December 11th in Washington, DC.

 

Let's Get Some Holiday Spirit: 

Fire a Client!

 

Over the course of a typical business year, you engage with clients who you like and enjoy your working relationship with them. You're making money and they are having their needs fulfilled in an efficient and pleasant manner. It's a win-win for both of you. However, there are those clients who make you remember what it felt like when you heard someone scratch a chalk board with their finger nails (you probably just felt it, right?). These are the clients that you want the earth to open up and swallow.

 

Your good clients are great to deal with, they appreciate what you do, they offer referrals, and they buy from you (again and again).

 

Your clients from hell on the other hand complain, always want a break on price, pay late, and referrals from them are non-existent (which is probably a good thing unless you want more like them). These folks take up more of your time and energy in excess of what they contribute to your business in terms of revenue. Bottom line: when you take into consideration all of the factors, you are losing money on them.

 

Imagine what you could do with the time that you are currently wasting on your bad clients. How about more and better business development resulting in new - and better - clients? Or, how about spending quality time working "on" your business as opposed to working "in" it? You could also be spending more time with your family.    

 

Now before you go off and start firing clients left and right, you need to come up with a reasonable system to rank them. A scale that I was taught and continue to use has four groups: A for awesome; B for basic; C for you can't deal with them; and D which stands for those who are dead in terms of business with you or a relationship worth saving.

Your first step is an easy one: dump the "D's" immediately.

 

Now, your "A" clients are your franchise players. These are the ones who offer your business the most measurable potential. You want to build your business and your legacy with them. Look, when it comes to your "A" clients and how they contribute to your business, it is okay to treat them better than others! You're not supposed to do that with your kids, but you better be doing it with your "A" clients.

 

Your "B" clients are like your minor league system. Many are steady performers but some can contribute more. You want to nurture them and develop them into becoming "A" clients.

 

With respect to your "C" can't deal with clients, some may need a close review to see if they can become "B" players. Find them and get them on the right track. Others need to be fired. A simple way to do this is to make the decision that you must eliminate 10% of them. When communicating your decision, keep it simple and short. Send them a letter or e-mail advising them that their needs could be better met with someone else.  

 

Every time that I have fired a client, a new and better one shows up. Let's not over think this. You have to periodically get rid of your bad clients to make room for better ones that will help you grow your business.

 

  

"You get what you tolerate. This is especially true when you hold on to bad clients. 

- Chris Ruisi, "The Coach" 

  

  

  


Coming January 8, 2014  Talk Radio Show
Chris is launching his new Radio Show 
Step Up and Play Big on VoiceAmerica Business Channel. 
 
Mark your calendars now to join Chris for LUNCH on the East Coast or BREAKFAST on the West Coast, or a "SNACK" in between every Wednesday, 12:00 to 1:00 p.m. EST, 9:00 - 10:00 a.m. PST on VoiceAmerica. 


HR Approved Provider 

Important HR Update - HRCI
As an approved "HR Certification Institute Approved Provider", you can earn additional HRCI credits if you invite me to speak at your organization or attend any of the events that I produce on my own in the future. Please feel free to contact me with any questions. I look forward to helping you all achieve your professional educational goals. 
 

 
Did you learn something from this email?  
Then share it!  

  

 

      


Is there a topic you'd like covered in a future issue of the  
Monday Morning Wake-Up Call? Click here to let me know... 

  

Buy The book!

 
GET THE BOOK AT...
 

  

Buy it at Amazon      Buy it at BN.com

 

  

  

Already purchased your copy of Step Up and Play Big? Click here to register it now and get your copy of the workbook "Creating Your Vision".

  

 

 

 

Connect With The Coach
Facebook Twitter Linkedin Google+

phone:
732-275-9222    |     email: [email protected]
     

 Quick Links...      
 Step Up and Play Big     |     ChrisRuisi.com     |      Contact The Coach