The first one is:
Feng Shui your client list. Feng Shui is the Chinese art of moving and placing objects within a room or space, so that positive energies can flow and benefit the inhabitant of that space. It can be used to create a highly relaxing environment or to attract health or even good luck to a room or building.
To me, while I am sure that there are powerful and ancient principles at play, it often seems like it’s an exercise in de-cluttering and minimising.
De-cluttering is a good thing to do. It frees up space (either physically or mentally) and allows the opportunity for new things to come and occupy that space. Therefore we should consider de-cluttering our client databases.
Over the years we have collected clients that are neither productive nor profitable. These clients act as a drain on our time and resources. The demand, they complain and they want everything for nothing. Instead of holding onto these clients we should actively remove them from our databases or de-prioritise the communication or the degree of sales contact that we give them.
Such negative clients also create opportunities for sales executives to ‘hide behind’ and justify their poor performance. They serve as ‘black holes’ for productivity and profit.
Get rid of them – aggressively. Give them a business opportunity elsewhere. You want them out so that good clients can inhabit the space and benefit from the resources they are currently draining.