Chapter 16
Adjusting Your Service Level to Different Clients
IN THIS CHAPTER
Tailoring your service levels to different clients
Categorizing clients by score
Incentivizing great clients legally and ethically
After you’ve started to build your book of business, you’d be wise to begin tiering your client service levels. Trying to be everything to everyone is difficult, not to mention inefficient. Some clients don’t need or expect or even want to meet with you frequently, whereas others can waste your time with pointless meetings, phone calls, and indecision, if you let them. By scoring a client’s value to your practice and governing the time and energy you allocate accordingly, you can eliminate or at least reduce inefficiencies and avoid having your motivation sapped by overly demanding clients.
A client’s value to your business is not only a matter of revenue, but it’s also a mosaic of factors that contribute to your practice growth and enjoyment. You want to spend more time with clients who leave you feeling energized and enjoying your work and are disciples to your efforts in ...