Firing clients

Graham:
Sure - much of what you say is right and yes, I've had my fair share of how shall I put it...numb nuts...but it only remains that way if you play by the same rules as everyone else. Changing those rules is what I'm about. And guess what? It works.

In this particular case, I've determined the *relationship* between myself and the client is unequal and unfair. And yes - they know about each and every one of the issues I've mentioned.

This isn't about 'selling' a dream but operating in a different reality. We're at the very early stages but I'm seeing a change that will not go away. Think about this - what happens when the 2007-10 grad trainee intake comes along with their pre-existing social networks? Who interviews whom? Check out Warwick University.

Dennis
We both spent the first 10 years post qual. learning the hard way with clients and the great thing is we still wake up each day thinking there are really good business people out there.People we can work with and provide genuine value to.You in particular have some fantastic insights on how to develop OMBs and SMEs in this great new economy. The trouble is that the scrotes still think they know better in the end and are in reality far more concerned about tax dodging than growing a business.Not too many business people have real vision.
If you want the dough as well as the glory (and you're def entitled to that!),I'm afraid you are the proverbial gun 4 hire. Which leaves you exposed to the same market as the rest of us.
Hope that doesn't sound too harsh - it's not meant to be.

Graham - this is about something pretty fundamental. If the majority of clients see 'me' as nothing more than a journeyman then I'm screwed.

I then have to decide whether I want to be a gun 4 hire or whether I want to be engaged with interesting clients. During my time in practice, I often started out with a hard luck case (tax/finances messed up) and worked *alongside* them to hep turn them into stars. that requires an investment that reaps far more than is sown.

So it isn't 1% in the sense you're thinking. For me, the remainder are not worth the headache. So...can you give of your best if the client sees you as little different to the guy who sells you a Big Mac?

Alastair - contract not relevant here

Oh Graham, I misunderstood your posting, sorry, this is one thing about both email and posting comments, as opposed to talking on the phone, it's easy to misunderstand people, maybe Dennis should do a piece on that next!

You are right though Graham, they are thin on the ground, and if I wanted a big business I would be in deep trouble I think, but I am happy to say I want to keep my business small(ish), manageable and (now I know I am going to get slated) FUN!

Jason
You're certainly not a half wit and the point I make is in your favour! You at least are doing the filtering at the outset and not afterwards - as I have done to my cost over the years. The point I make is that your target clients are thin on the ground - and you'll want (and might need!)all of them.
The clients who renege do so because they didn't think the project through at the outset and either run out of money or lose interest because they have the attention span of a gnat.It is the spineless way they try to get out of it that really annoys everybody and not returning phone calls or bouncing emails is the first sign that all is not well.If they pay upfront though, things never go that way.There's no bigger commitment than hard cash.
Anyway, I did say I'm getting worse!

Graham, you make me sound like a half wit who has just come down from the hills (not intentional I 'm sure). The 1% 'nick name' I would appear to be getting is a statistic Dennis came up with. All I can say, my practice is building nicely, and I am being careful who we add as clients ( I am not saying I/will always get it right) and we do turn clients away (quite regular). And as for our current client crop I would take everyone of them on again, so far, so right. I know I could build a bigger business faster if I took all comers on, but then going to work would not be enjoyable anymore, would it!

Anyway, to the reason for Dennis post, clients like that are so annoying, but (and here’s your chance Graham to educate me) why do clients do this, are they just so very busy or is it they don’t respect you Dennis and what you do?

are you OK with the contractual position? It is one thing to tell the client they are not a client any more, but if you are in the middle of a contract to deliver a piece of work then non-delivery is actionable?

Of course you're right! As discussed the other day, more relationship first then transaction and lower risk for such to happen?

I would add: A commercial relationship shall yield 1) Profit/Value for both 2) A learning experience so you're getting better all the time 3) Some fun otherwise work is no more... ehh... fun?

When all three above are negative, fire the client immediately! I'll say fire (or pref not start) if any of above is negative... life's too short.

Just a thought - do they actually know you are having all these problems? They obviously want to work with you. Is the guy in charge someone who will listen? If you are having these problems makes you wonder about other areas in the organisation that need fixing.

Not me Dennis. It's another 1% thing (and I know there are lots of other 1% things going on as well judging by recent posts!). And as Jason Holden will find in due course, only 1% of clients do exactly what they say they're going to do - forget the 20/80 rule!That means Jason's target is not 1% of what's around him but 100% of the decent stuff.And before you say it - I know I'm getting worse! But so are a lot of business clients. The ONLY solution is to get them to pay upfront. It's the one thing that concentrates minds.