We are web developers. We were not getting much repeat business from clients and many of them wanted us to negotiate every project. After doing some thinking, we came to the conclusion that we are signing up the wrong customers. We are signing up clients who are very price sensitive but price is not our strength, service is.
We started focusing on customers who appreciated quality, service and speed and were willing to pay a little more. Now we manage fewer clients but they are ongoing relationships and much more profitable. Bottom line – don’t pursue every client. Pursue those who are a better fit.