News

Choose Your Clients Wisely

December 1, 2016

Marcia Kellogg

There are just some clients that your business cannot afford to have - you know who they are: the ones who are highly commodity-based and have limited experience, whose projects result in little or no profit, and who are a drain on your firm and its resources.

Instead of trying to find projects that suit the firm, client-based firms identify clients with whom they can develop and nurture a partnership over time. It’s a philosophy that is primarily interested in owning the client, not the project. Most importantly, the focus of a client-based business is maintaining the relationship at all costs.

Firms that align their cultures with the business goals and objectives of their clients realize a vast improvement in performance, because they have a true belief and purpose in the project and the client with whom they are working, and this spirit resonates throughout everything they do.

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