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Re: Grinding back when good clients start to Grind

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Neil Hurwitz
Re: Grinding back when good clients start to Grind
on Jun 26, 2010 at 12:42:12 pm

Years ago my shop did tons of work for one of the worlds
largest pharmaceutical companies, as long as I had the right
paperwork and Po's it was 30 days like clockwork. CEO retires,
my contacts at senior management level told me the new CEO is a
hatchet man and get ready for a sh-t storm. Sure enough 2 months later I get a form letter saying that the company is going to a
"Net60" policy No Exceptions, Take it or Leave it. This company
spends Billions a month so they created a "profit center" out of a "cost center". So I just added a little to my rates, no problem.
Then the real hammer came, everything over 1,000.00 had to be triple
bid. The end of an era for me. If you have locomotive clients
(that pull the train) you are always vulnerable. It's the age old question, Is it better to have 100 clients each representing 1%
of your billing Or 5 clients each representing 20%?
It has been my experience that Unless you have some really
big clients, % wise, you are in for a tough haul.
I would be interested to get a concensus on this

Neil Hurwitz

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