made a habit of identifying their least valuable clients each year and how they did one of three things with the clients at the bottom of the list. “Number one,” he said, “is working with the clients so they learn to play nice. If they can’t or won’t change, number two is raising their fees to make them more profitable. And if those things don’t work, number three is a last resort. You may need to exit them and replace them with more profitable, more enjoyable clients.”
