“Dirty Dozen.” “The first step,” he explained, “is ranking your clients by overall profitability. At the top of the list are the clients who help you clearly define what they’re looking for, consistently provide you access to their people and information you need to keep the project running smoothly, pay promptly, appreciate your work, and become longtime sources of recurring revenue. Conversely, the bottom of the list includes clients who change their scope frequently, don’t engage in the project the way you need them to, don’t pay promptly, etcetera. These are clients whose projects are
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