After hearing Mike Michalowicz speak at Robin’s Boot Camp, I knew, without a doubt, that I needed to ‘Pumpkin Plan’ my business – and therefore eliminate the unprofitable clients to focus on the profitable ones. After 12 years in business, I had 1,235 clients in my accounting system. My team and I graded every client on Mike’s factor and some surprising results unfolded. The exercise revealed that our clients followed the 80/20 rule, which showed that 20% of our clients were generating 88% of our total revenue!

Of the 61 clients we identified as ‘A’ clients, we focused on giving them more time, attention and ‘love.’ By reducing the ‘noise’ from the clients that we terminated, our service delivery improved. Now our goal is to duplicate these clients and get more of them! We finished by terminating over 1,000 clients that we had in our accounting system, and in turn, increased our profitability by 520% over last year, and our margins are 11.4 points higher than they were in the past!