Article

When and Why to Part Ways with a Customer

Lior Arussy · Harvard Business Review Freemium Intermediate

Lays out concrete criteria for recognizing a customer relationship that will not get better, so you are not relying on gut feel alone when you decide to walk away from an account or a whole segment.

• Escalating demands with shrinking margins is a sign to part ways, not to appease
• Set explicit criteria for ending a customer relationship before you are in one
• Ending the wrong relationships frees capacity for the right ones