I just read that.  Then I read it again.  And then, I read it at least three more times and really thought about it.  Why?  Because it’s true.  How can you test this theory? As Blair Enns, the guy who wrote the headline above, does—and I will admit, it’s true in my office.  The test is the “ringing telephone.” When we look down and see the name of the profitable client appear, we are happy to pick up. When we see the name of the unprofitable client, we cringe. Our clients know if they are getting the best from us, but they rarely know why.

Every client you or I have deserves our fullest attention, our best service and our commitment. For us to deliver this to them they need to deliver to us the profit margin that will allow it.

How many client relationship problems could have been avoided or fixed if we had charged properly? How many of our clients could we have done better for simply by commanding a little bit more money?   Think about your business and those clients.

Blair Enns is the owner of winwithoutpitching.com and a general bad ass in our field.  Most of this material came from his ‘manifesto’ which is available in several different formats at his website.  Click here for more.  The link will open in a new window.  Have fun!