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So, you’ve been looking at your list of customers and noticed that 90% of your business comes from 10% of your customers. (Forget the 80/20 rule—it’s really 90/10.) And as you dig a bit deeper, you realize that wow, the bottom half of your customer list really isn’t a good fit at all for your company. Those are the customers that only bought one job (years ago), pay in over 90 days, or—let’s be honest—really don’t buy what your company produces well. Time to get rid of them. You heard me.
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