Every so often, take stock of your client base and work out whether it's still right for you and your firm.
Evaluate clients against the following factors:
- are they a good strategic fit for my practice ?
- are they a profitable relationship ?
- is this a client going somewhere - that is, on the ascendancy ?
- does this client help me and my firm to use and develop skills which will be appealing to other desirable clients ?
- is this a client which I can grow through further services ?
- is this client a good commercial proposition ?
- do they pay well, on time, and absorb only reasonable amounts of resource for the fee return ?
- does this client introduce me to new opportunities and refer work ?
- do I like working for this client ?
- am I doing a really good job for them, and getting good outcomes for them, and am I truly valuable to them ?
- is this a satisfied client ?
If you can say "yes" to several of these, then this is a client you want.
More than a couple of "no's" and it is probably a client you don't want.
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