How Do I Get More Clients?

We get asked 'how do I get more clients?' all the time. Almost nobody asks: ‘which clients are actually worth getting?’

Because here's the thing: not all revenue is good revenue. (Classic accountant chat, I know, but stay with me.) Some clients cost you more to serve than they're worth. They overwork your team, eat your weekends, and quietly drag down the margin on everything else. You can grow your top line and go backwards at the same time. I've watched it happen plenty of times.

Think about it with the 80/20 lens. Roughly 20% of your customers probably drive 80% of your profit. And there's usually a bottom chunk doing the opposite, paying you the least and demanding the most.

When Steve Jobs came back to Apple, the company had 300-odd products. He hacked it back to about 10. We all know how that went.

So the real question isn't ‘more.’ It's ‘who?’ Who's the customer you're genuinely best placed to serve, who sees the value in what you do and will happily pay properly for it, and who you can look after better than anyone else?

Chasing more revenue without asking that question doesn't build you a better business. It just gets you to your ceiling faster, with worse clients.

So a question for you… If you dropped your bottom 10% of clients tomorrow, would the business actually be weaker, or would it finally have room to breathe?

If you want a sounding board and help making decisions for your business, and your business is turning over between $250K - $10M, let's chat. It's free!

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