Choose your client list with extreme care

Turning down customers may be the key to business success, says Paul Swinney, director of Leeds CAD Bureau Technical Design.

Small businesses often fall into the trap of supplying anyone who will let them, says Swinney. It is hard to say `no’, but there is nothing more damaging than late payment and time wasted. Swinney recommends identifying your best customers in terms of profitability, repeat business, good communications and prompt payment, and figuring out how to improve business with these clients. Considering what is important to them and what attracted them to you enables you to build up a profile of the sort of customers you want. Spending time with these people should not put you off turning some potential customers down, and even eliminating your worst customers.