Have you ever considered “firing” a client? As odd as it may sound, ending a relationship with a client can actually sometimes be a good thing for companies. Likely, every salesperson has at least one person that comes to mind when thinking about bad clients, so why keep him or her around? That is the focus of an article by Steve Waterhouse, CEO of Waterhouse Group, and he believes companies “can’t focus on the winners until [they] shed the losers.” The following is his challenge:
“Open up your customer list right now and identify three clients that you know, in your heart of hearts, are bad fits for your company. Take this list to your sales manager and operations director and see if they agree. Now comes the hard part. Fire the bad clients!”
Do you agree with Waterhouse, or do you believe that any business is good business?
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