“Don’t get me wrong here. I’m not suggesting the way to build a business is to regularly turn down opportunities. But not every one makes sense. I believe deeply in the value of the work we do, but I also know it only sings in a supportive and nurturing environment.
Letting go of half-hearted clients frees up time and energy to invest in clients who passionately share our commitment to reenergizing the workplace in a world of infinite demand.
The larger point for me is that foregoing opportunities may be less a sign of failure than of careful prioritizing and intelligent sacrifice.
Likewise, learning to let go when it’s clear you’re not getting what you’re after — to accept a “no” without trying to turn it into a “yes” — not only saves energy, but also dignity, which is no small contributor to our well-being.“
That last line is gold.
I think it’s Alan Weiss (in one of his books on consulting) who puts it even stronger: every year, fire the bottom 15% of your clients. He argues that it’s the only way to keep improving.
Categories: Culture & Competency