Several years ago I attended a seminar (Great Plains Software) in Fargo, ND that changed all that! The presenter suggested that 80% of a consultants revenue, job satisfaction, demands, problems and pain came from 20% of his clients... and it wasn't necessarily same 20%. In other words... Unless carefully managed, you can easily spend all your time looking after a client that is causing you 80% of your problems while providing only a small percentage of your revenue.

His advise? FIRE 20% of your clients every few months!! Determine which 20% are causing you 80% of your problems and FIRE THEM! What you will be left with, after only a few months is time to recruit NEW clients that better fit your working style, and cream-of-the-crop clients that pay on-time, appreciate your service, and give good references to other businesses! Good references are worth $$$$$!!!

I'd like to suggest several ways to FIRE them, in a professional manner, while preserving your good name. (Ignoring problems, not returning calls, telling them off, does nothing for good word-of-mouth... you can be sure they will let everyone they know what a lousy job you do! and it will come back to bite you! Assigning client to a junior consultant or co-worker doesn't work either, since bad publicity this client is giving you still reflects on your company)

Here are my suggestions: (all of which work wonderfully and have interesting side benefits)

Finally a tall young man opened door and looked at me calmly. He was tired.

"Yes?" he asked, expressionless.

"Is D-D-D-Dave there?" I stammered.

"Sure. Just a minute."

Chris disappeared as quickly as he appeared, leaving door slightly open. That's a good sign, I thought.

The door opened again and there he stood, Dave Brubeck, one of America's greatest jazz pianists.

I couldn't believe it.

There I was, face to face with my idol, in a dingy backstage hallway in North Manchester, Indiana.

We just stood there, looking at each other.

I was so nervous and excited, I didn't know what to say.

Dave had just finished performing. I've seen him play numerous times, and never get enough. He's come to Indiana four times in past 15 years, for reasons I'll never understand, and I always manage to find out about it and get a ticket.

As soon as concert ended, I made a beeline backstage and started knocking on doors.

Something inside me said "I've got to meet him."

Now moment was here and time was standing still. And my mouth wouldn't work. Damn those marbles.

"W-W-W-ould you s-s-s-ign this?" I finally asked.

I handed him an old book of sheet music. It contained some of Dave's greatest songs.

"That's an old one. Where did you get this?" He was impressed.

I started to answer but no words would come out.

Dave saw my struggle and smiled while signing his name. He gave me back book and pen, then looked at me patiently.

"C-C-Can I see how l-l-l-long your fingers are?"

God only knows how I got words out.

As I help up my right hand, Dave instinctively put up his left hand. As expected, his fingers were several inches longer than mine.

"Wow. S-s-s-so that's how you play all those big chords."

We stood there laughing, hands touching.

I didn't want to stay any longer, although I probably could have. I told him how much I loved his music, shook his hand, and left.

The whole exchange took less than five minutes. But I remember it like it was yesterday.

My brush with greatness.

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I don't have many idols. There's my father. And Dave Brubeck. And that's about it.