Every business that involves having clients know that there are good clients, and bad clients. The good clients are the ones who are easy to work with, not demanding, and pay all fees on time, and contribute in other various ways. The bad clients are the ones who will be very demanding, call everyone at the office multiple times without stopping, putting stress on you or your staff, and not paying fees on time, or at all for some cases. Choosing the right kind of clients will not only better your business, but allow your staff to better focus on their work in a stress-free environment while having optimal relationships with these clients.
Determining Which Clients to Choose
Everyone know that the number one goal of any business is to increase revenue, which in some businesses includes having a high number of clients under their belt. This can be tricky for some businesses who overlook the client selection process. If the business is only money driven, then they may end up with a few bad seeds in their client book. A great way at choosing which clients will be the best fit for your company would be to have a trial period, where you can judge, rate, and grade the client based on overall status and relationship. A scale for grading clients during this trial can be set up just like a school systems gradebook, or better known to the business world as the ABCD model. An “A” client will be the best kind of client to have. This type of client will pay all accounts, fees, and other costs on time and will refer you to their acquaintances providing you with more great work. These are the type of clients that your company will help out in no time because the relationship is much better and you actually enjoy working with them. The next kind of client would be the “B” rated ones. This type of client is still a great one to have, but might show a few minor flaws that could always be fixed, or easily could be worked around. They might of not had good previous working relationships, or they may show higher signs of crisis, but these clients are still good to have around. The next kind of client rated “C” are the ones who may be less cooperative then A and B clients. Their income might be lower, or desire unreasonable expectations of your company.
The next, and worst kind of clients to have are the ones with a rating of “D.” Granted, they may be paying your company money for service, but the money is not worth the headache they give your employees when they complain constantly, avoid requests and demand more than they should. They believe they are entitled to anything and everything, so they will nag your employees until they get what they want. These kinds of clients would be better off being terminated from your company. Finding more A and B type clients and running a trial period would be much more beneficial to your business than simply gaining clients strictly based on money purposes, and not spending the time to evaluate them.
Take Into Consideration
Along with using the ABCD model to determine which clients will be beneficial to your company, there are many other factors to take into consideration. Many factors can determine whether a client is high-ranking or low-ranking. Things to look for when evaluating clients: cooperative, credible, low crisis level, higher income, appreciative, lower maintenance. Going into a little more detail, the cooperative clients will be the ones who have no issues assisting your employees with providing necessary information and other requests. They will be cooperative and willing to assist. Credible clients are ones who have a good working history, good previous relationships, and are trustworthy/honest. If someone is not credible, it could hurt your business or its reputation of client history. Having clients who have lower crisis levels are better because when a tough situation arises, or an urgent one, the client will be more calm to let your business handle the situation and will not stress any employees in your business out so much that they cannot focus on the job at hand. High crisis level clients are the ones who are not good to have around, will call and panic, making your companies work environment one that will not be enjoyable to be around. Another thing to look for in clients are ones with a higher income, if they have a higher income you know that they will be good for all fees and most likely pay them all on time and in full. Clients with low incomes might be a liability if your business has higher fees that need to be met. Appreciative employees are the ones who you will enjoy working with, give your business compliments and refer you to their co-workers, friends, family, etc. Lastly, lower maintenance clients will be better for your company because they will have less demands, not bother you on a daily basis with unrelevant issues, and will be more trusting that your business can handle whatever issues may arise.
Now that you know a little more about client selection and determining good vs. bad clients, hopefully you will see more valuable clients in your company, and a stress free work environment.
Daniel J. Ball (JR)
Graduated from Saint Leo University in November of 2014. Enjoys sports, fitness, and the company of good friends/family. I like learning and reporting about the changing landscape of marketing/advertising. Marketing via social media is increasing year to year as more people use social media on a daily basis. Learning about popular and current advertising strategies to incorporate onto social media platforms is fascinating to look into and write articles on that can be used as informative tools for marketers and online advertisers.