“You want me to fire some customers and give up hard-earned revenue!
What kind of advice is that?”
That’s what Steve, the CEO of one of my ‘stuck’ client companies said to me when I urged them to get rid of some long-time customers.
Less can be more. Don’t be Stuck in a Rut.
A company should ‘fire’ individual customers, groups of customers or entire product lines when the customers:
- have become marginally profitable or are in negative profit territory
- cause support costs to spike
- inflict a never ending sales cycle on your people
- unleash unreasonable demands (pricing, process, delivery) on the business
- have become entrenched in a dying segment of the industry
Why not fire them and give these ‘bad’ customers to your competitors?