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You are here: Home / The Agency Leadership Podcast / ALP 28: Saying no to prospects and firing clients of your agency

ALP 28: Saying no to prospects and firing clients of your agency

May 6, 2019 by Chip Griffin Leave a Comment

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Chip and Gini discuss an uncomfortable topic for many agency owners: how and when to say no to prospects and fire clients.

It all comes down to the right fit. Successful agencies make sure that they can meet the expectations of their clients — and do so profitably.

Those agencies that really excel also make sure that they can tell a clear, consistent story with their client roster.

And that means saying no to new business and letting clients go.

Gini says agency owners need to ask themselves, “Can you deliver? Are their expectations wacky or not? Does your team have the capacity?”

She explains why it is important to turn down and walk away from business: “When you say no, it allows you to say yes to the right kinds of clients.”

Chip notes that “the irony is, by firing your client or saying no to a prospect, you have almost unintentionally increased your credibility, and in some ways, probably increased the perceived value of what you’re providing, because it is pretty uncommon for service providers to tell a client or prospect to go away.”

He explained that many agency owners just keep servicing the same clients and responding to whatever business comes in because it’s the easiest route to take. However, he warns that “momentum is the enemy of good business decision making.”

“It is definitely hard to turn business away. It’s definitely hard to fire clients, but it always works out in the end — always,” Gini says.

[read the transcript]

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Related Posts

  • ALP 55: When clients want to poach agency employees
  • ALP 20: Using “Free” Help To Get New Clients For Your Agency
  • ALP 125: Can your agency do too good of a job for clients?

About Chip Griffin

Chip Griffin is the Founder & CEO of the Small Agency Growth Alliance (SAGA) and a longtime agency owner and executive. He helps PR and marketing communications agencies build better businesses. Full bio

Filed Under: The Agency Leadership Podcast

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