Set Your Own Minimum Profit per Client

Supermodel Linda Evangelista famously said that she would “not roll out of bed in the morning for less than ten thousand dollars.” It was a smart business move on her part. Ten thousand dollars was her minimum profit per shoot. Your Sales Radar must also have a minimum profit, a minimum profit per client. This is the number, expressed in either revenue or margin, that you will not work for less than (or as the Queen might say, “the number for less than which you will not work”). Clients above this minimum can either stay as service accounts or be reclassified as growth accounts. Clients below it must be fired.

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