Monday, August 10, 2009

When the economy grows, is it time to let clients go?

We will be facing an interesting dilemma as the economy turns around. As we are starting to see an increase in new business, we'll be stressed over how we can handle that influx. How many people do we add? Where do we find the right people?

Maybe the right people are already at your company.

Those really good people may be floundering working with customers that are unprofitable, unwilling to be a partner or who are just plain demotivating. Right now, you may be grateful that you have any business with these customers. But as the economy picks up, you won't be.

One option that will be staring us in the face will be: which clients do you let go so you can "trade up?"

I say this with no attitude whatsoever. It is simply a reality that a good business will need to face.

Barry LaBov
LaBov and Beyond

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