Letting Go of Energy-Zapping Clients Pays Off

By Alona Wrightson, Business Manager, Fusion Dental Lab, Bellingham, WA (Owned by Steve Munro and Gary Wrightson)

When Steve, Gary and I look back over our 15 years in business, we realize just how many changes we’ve made as we’ve grown from a staff of four to nine. We feel like we could write an entire novel about our experiences, but one of the healthiest personal and professional decisions we’ve ever made was to let go of negative and energy-zapping clients.

You know the type I’m talking about: the clients who don’t pay, consistently haggle over pricing or try to manipulate you.

Here’s a prime example: About five years ago, we began working with a new dentist when he purchased our existing client’s dental office. He really grew the practice and eventually became one of our largest accounts.

At first, he was easy to work with but, as time went on, he started talking more and more about volume...