A few weeks back, I was having a discussion with a colleague that most of our present clients, whom we have been working for the past few years, have slowly shifted to other companies over a period of time.
This is something that one should be worried about, so were we. Then, we looked at the list of the clients with the highest attrition and found that most of them had one common characteristic – they all required standard work, like a vending machine.
“We will give you a search, and you are expected to deliver a report. Just keep churning.”
But the question is, “What’s wrong in working with such clients?”
The answer is simple – You do not build equity over time. You do not grow with them.
By a simple analogy, a vending machine does not get better if more people use it, it only deteriorates.
People on the streets do not push a street artist to perform better. Such an action would, in fact, reduce the artist’s capabilities drastically.
Currently, our clients are pushing us to our limits. They have very high expectations from us and are making us try and experiment with different things. A standard email does not work with them. You cannot get on a call with them without showing strong logic behind your suggestions. Lousy marketing does not work with them. They do not approve a weak proposal. You cannot get away by making a taxonomy without reviewing all the sources; they will catch it.
They make you a better person with every interaction.
Choose your team members with the same philosophy.
‘Growth stops when you keep doing the same thing over and over again, ignoring challenging situations – that’s when you settle for stagnancy.’
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