Client turnover is a good thing.
Like any living organism, you need replenishment and movement. No movement is stagnancy, and stagnancy is death.
At all times, you should be seeking to free up the bottom 10% of clients to make room for new and better clients who could be occupying their seats.
The busier you get, the more important this gets. When you’re busy, you don’t have as much time for marketing and business development.
You also don’t have as much time for investing in your skills or expertise, either, which is critical to your success.
Too much turnover is a bad thing. But a healthy flow of new clients in and old clients out is a positive thing and not to be feared.
It keeps your lead generation efforts strong and demand high for when you’re ready to phase clients out and in. Otherwise, it’s easy to get complacent.
Keep the equilibrium in balance.
