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It’s hard to walk away from someone paying you for your services. Sometimes it’s the right thing to do anyway, Buchianico told huddle attendees. She, in fact, is in the process now of parting ways with a client she’s served for 13 years because they’re no longer in the demographic she targets.
“It’s just not what we do anymore,” Buchianico (pictured, second from left) said.
Randolph Carnegie, managing director of Ken-Kor Consulting Inc., a technology consulting and implementation firm in Chicago, sees value in firing clients occasionally too. Now and again, he told peers, he’ll list out his customers from the one paying $5,000 a month to the one paying $100. All he has to do is figure out a way to charge the $5,000 customer another $100 a month, he observed, and he can ditch the company at the bottom of the stack without losing any revenue in the process.
Jim Hunton, owner of Phoenix-based solution provider Onsite Technical Services, has a different strategy for clients he doesn’t want around anymore. He simply jacks up their rates when it’s time to renew their contract. If they pay the higher fees, great, he observed. “If they don’t, then they’re out of your hair. You don’t need someone dragging you down.”
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