ideal clients<\/a>.<\/p>\n\n\n\nNot only do they know what industries and sectors these organizations operate in. They also know which pain points the firm can resolve for them.<\/p>\n\n\n\n
However, a client may become – what some people refer to as – an ANTI-ideal client. They cost too much, bring in too little, and don’t improve your position.<\/p>\n\n\n\n
Read that last line once more and I’m sure one or two come to mind. Write down their names. And ask your colleagues to do the same.<\/p>\n\n\n\n
Once your list is ready, assess the risk of letting these clients go.<\/p>\n\n\n\n
For each client, ask yourself…<\/p>\n\n\n\n
\n- What them leaving you would cost the firm (and each partner) in\u00a0revenue<\/strong>.<\/li>\n\n\n\n
- How it would impact your\u00a0reputation<\/strong>.<\/li>\n\n\n\n
- What it would do for your\u00a0position<\/strong>\u00a0in the client’s industry.<\/li>\n\n\n\n
- And how\u00a0colleagues<\/strong>\u00a0working for the client would be affected.<\/li>\n<\/ul>\n\n\n\n
Needless to say, this is a list you don’t want to handle carelessly.<\/p>\n\n\n\n
Step 2 – Decide when<\/em> to let them go<\/strong><\/h2>\n\n\n\nOnce you agree on the clients that have to go, decide when to say goodbye.<\/p>\n\n\n\n
If there’s a natural moment in time coming up, use that. An assignment may come to an end, a contract may expire, or an annual review may be coming up.<\/p>\n\n\n\n
When there’s no natural trigger point in the near future, you may have to force one.<\/p>\n\n\n\n
Consider the work you’re doing for the client and find a moment that could function as a go\/no-go decision point. <\/p>\n\n\n\n
Step 3 – Decide how<\/em> to let them go<\/strong><\/h2>\n\n\n\nWhile you’re saying goodbye to a client, the one thing you’d want to preserve is the relationship with key people at the client.<\/p>\n\n\n\n
After all, you never know where they will go, what they will do, and what they can mean for you and your firm in the future.<\/p>\n\n\n\n
So, make the break up as graceful as possible:<\/p>\n\n\n\n
\n- Focus on the loss of fit over time and the strategic misalignment between your firm and the client. Be careful not to sound condescending.
<\/li>\n\n\n\n - Express your respect to the client and show appreciation for the past collaboration. Have a couple of highlights ready.
<\/li>\n\n\n\n - Offer a transition period and jointly decide on an end date for your collaboration. Promise to wrap up any loose ends. And offer alternatives for the remainder of the work.<\/li>\n<\/ul>\n\n\n\n
Before you engage in any conversation, make sure everyone involved agrees on the messaging.<\/p>\n\n\n\n
Let me know what you think!<\/p>\n\n\n\n
\n\n\n\nThank you for reading MBD Spark #90<\/strong>, sent on September 4, 2025.<\/p>\n\n\n\n