Given the hundreds of posts on this blog it’s quite feasible that I’ve shared this advice before. But it’s a natural follow up to yesterday’s posting about focusing on current clients. It also seems to crop up in almost every lecture or talk that I present to accountants and tax advisers.
Simply stated – if you were to categorise your clients and to distinguish the best from the worst, you would find you have a rump of D-list duff clients. You know the type. They probably don’t like paying commercial fees. They almost certainly pay late. They may expect you to drop everything for them. They may need you to work late, to do things last minute, to take chances and possibly even to lower your standards.
If you have staff, they probably don’t like working for the D-list clients, they put off dealing with their stuff or maybe they hate them so much they put the D-list clients ahead of Good clients – just so as to get them out of their hair asap.
Last month I raised this issue in the context of the Pareto principle, better known as the 80:20 rule. If you’re spending a disproportionate amount of your time on D-list clients you owe it to yourself, to your staff and to your GOOD clients, to ditch the D-listers.