Tuesday, November 13th, 2018

Get The Right Clients On The bus

“Sometimes it’s the smallest decisions that can change your life forever.” – Keri Russell

I have read all the books that David Maister wrote. Many, many of the things he wrote and spoke about hit so close to home for me when I was working in a busy CPA firm. One of his concepts is memorable for me.

Why do you work for clients you don’t like? As Maister says, you work for clients you don’t enjoy dealing with, but they pay you a lot of money. It becomes “you give me money, and I will do what you want. That sounds a lot like prostitution.”

Every firm is looking for talented employees. Some of my clients won’t even outplace poor performers because they need “bodies.” Scary and short-sighted.

What if you had the very best clients? What if you had clients who always paid on time without reminders? What if you had clients who were all interesting, successful and pleasant? What if all your clients appreciated what you do and realized the value you brought to them?

If you get the right clients on the bus, maybe you would attract more talent. If you get the right clients on the bus, maybe some of your top performers wouldn’t leave the firm.

Getting the right clients can’t be left to chance. You must choose only to serve the clients that fit your Type A profile. Be sure to develop systems where you only serve Type A clients. What does your Type A client look like? Not sure? Work with your partners to define it and outplace client that don’t fit. If you don’t do this, you will continue to attract and attempt to serve the wrong clients. You will end up serving clients you don’t even like.

  • "It doesn’t matter which side of the fence you get off on sometimes. What matters most is getting off. You cannot make progress without making decisions."
  • Jim Rohn

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