This week I had to say goodbye to a client that had been with me since the beginning and it was hard, very hard — she had been a regular source of income but it was the right thing to do. The issue was that the employee I had assigned had become too expensive for me and therefore, with a markup, too expensive for the client too. So what did I do? I suggested that my client work directly with my employee (who has now moved on). You might be screaming at the page now, “Why?“
- I am looking to be in business for a long time. – Business is not only about what you do on a day-to-day basis but ultimately having, and working to, a long-term strategy.
- This was the best solution for the client. – The reality was, for the client and their current environment, this was the best solution and for me to suggest differently would have not been appropriate.
- I am playing a long-term strategy. – I know that my client will come back to me one day and, what is more, will recommend me to their network.
- My integrity is fundamental to me and to my business. – I am known for being authentic and honest, and I have no doubt that this loses some deals for me — BUT they would not be the deals I want to win.
- We had taken this client to a great place – to a point where they were in good shape and our business model is built on providing employee support on an ‘as or when you need it’ basis
My client and I have become good friends over the years and this is another bonus — and something I will treasure from the experience of being in business together. Would you let a client go for their own good?