A suitcase without a handle
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If you want to grow your business, retain your great clients and keep your brilliant staff, then you need to chuck out the suitcases without handles.
The management of your client base as a growth strategy may or may not be a well-known concept to you, but essentially it means grading your customers.
- A Customers - who are great clients and refer you new business
- B Customers - who are just great clients
- C Customers - who are a pain in the proverbial, pay you poor prices and take up all of your time. You know who they are.
My wife gave me a lovely analogy today. A suitcase without a handle. Can you imagine the stress of getting around with a heavy suitcase with no handle? Focusing all your efforts on it. Wrapping both hands around it to carry it. Not noticing anything going on around you as you struggle and sweat and swear.
Well, it's the same for your staff who are dealing with the C Clients who you haven't had the balls to sack or sort out. And worse than that, all your A and B clients are being neglected as you struggle and sweat and swear and spend all your time and effort on your battered old suitcase without the handle.
If you want to grow your business, retain your great clients, increase your capacity and keep your brilliant staff, then you need to identify and chuck out the suitcases without the handles. Invest some effort and replace them with some beautiful Louis Vitton cases with wheels. And notice how much more you look forward to going to work.