Hello folks. I am keen to get today’s topic of My Week, out of my chest. I wanted to draft today’s My Week a lot earlier. Until now, I did not have the time.
We make business decisions that affect our practice every day. Some of the decisions we make do not have a significant impact on the practice if a decision does not go in our favour. A good example of this is buying a laptop or a desktop.
Other decisions have a major impact on the survival or otherwise of the practice. One of the decisions that fall into the category is fee increases on existing clients.
Cloud software has made clients less sticky. It is now much easier for clients to jump ship.
Okay, enough of my waffle now. I was trying to avoid the issue, I want to address here. It is difficult. I must soldier on.
In my previous My Week, I mentioned that I will increase fees of clients who are not viable, despite losing clients during the period I did not keep my eye on the practice.
Over the week, I went through my client list and emailed the less viable clients informing that their increased fees from 1 April will be £x per month.
Until one client decided to jump ship from 1 April, I did not give much thought to client maintenance and fee level. You see, the client who decided to jump ship is a low fee client with minimal maintenance. In other words, he is not a high maintenance client.
In two minds
I am in two minds whether I did the right thing by emailing low maintenance clients about fee increases. If they leave, I have lost easy money. At the same time, for the long term, it does not make business sense to keep them at their current fee level.
I hope the following explains my logic. Assume that my practice expands, they will come a point when I will need another person. I want to hold off taking on another person as much as I can. If I continue to hang on to low fee clients, I will need to pay an additional salary a lot sooner. That means I will end up subsiding low fee clients.
Feel the fear and do it anyway
I have done what I think needed to be done for the long term. Of course, I have my doubts, I may be losing more income if other clients decide to jump ship. I am dreading the emails. It is wait and see now.
We all make key decisions without having all the information.
Overall for the long term, what I did needed to be done. It is scary.