Can I fire my client?

Dear Mentors: I have a long-term client who is no longer a good fit for my consulting business. They are difficult and unprofitable. How can I fire them?

 

Editor’s Note:

The start of a new year often brings a renewed focus on the quality of your work life and your financial goals. If you are a freelancer or consultant, that might mean re-evaluating a client relationship. Once you face the fact that it is time to part ways with a client, how should you proceed? Our Peer Mentors offer actionable advice to get you started.

Happy New Year!

-Paige Booth

 

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Dear Mentee:

Letting go of a long-term client can be a difficult decision, but it is really about alignment and setting both sides up for success. The first step is self-reflection and understanding where the disconnect is, whether it is expectations, budget,  working style, pricing, or scope.

The most important moment is the conversation. Keeping it honest and supportive helps the client feel valued: “Your needs have evolved, and my direction is shifting as well. I want to make sure you are supported by the right partner for this next phase.” Framing it around their growth and the natural evolution of the work keeps things constructive rather than confrontational.

A smooth transition with clear timelines and referrals reinforces that ending a client relationship is not about conflict. It is about making sure they have what they need while maintaining healthy boundaries and staying aligned with your work!

-Avery Bradt

 

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Dear Mentee,

Almost 10 years ago, I had to say goodbye to a client who had great potential. Unfortunately I discovered they also had a negative attitude and no follow-through. While I believe a phone call is a better option, I couldn’t reach them by phone so I sent an email similar to this: “Looking back, it’s been nearly a year since our contract began. I’ve worked diligently with you to kickstart A, B, and C — and I was happy to help shape your vision. I continue to believe your work has real potential and that you have valuable work to share. However, after X, Y, and Z, I am no longer able to help advance your goals. I wish you well as you move forward and hope our work together proves useful as you take the next steps.” 

-Karen Aroian 

 

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Dear Mentee,

If you have a long-term client who has become difficult and unprofitable, approach the situation deliberately rather than emotionally. Start by reviewing your contract so you are clear on termination provisions, notice requirements and any obligations on exit. And ideally ensure you have revenue lined up to backfill the work. Before ending the relationship, consider whether a reduced scope, revised pricing or firmer boundaries could address the underlying issues. If the client is still not the right fit, look for a natural offramp—such as the conclusion of a project or a key milestone—and communicate professionally that you’ve delivered what you can and that they would be better served by another consultant going forward.

-Alice Walton

 

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Dear Mentee:

Sometimes walking away is best and this is made easier if you have a clear contract with a notice period. If you prefer to offer an explanation when you give notice, consider a phone call to let them know. Perhaps your scope of services is changing, or you’re pursuing a different business direction or client model. This gives you the ability to say “you’re no longer a good fit” without using those words. You don’t really need to explain, but depending on how closely you have worked together, it may be reasonable to do so. If you want to leave the relationship in a better place than you found it (can you tell I’m a Girl Scout!?), you could also offer to get their account in order for someone to more easily take over. Never burn a bridge if you can help it. 

If you aren’t in a contract, you can institute one! Provide them a contract for the new year. Include a new, increased rate (that reflects their level of difficulty and time intensity) with a 30-day notice period. I suggest outlining client responsibilities in the new contract. This alerts them to your expectations, and If not met, can give you that out you’re looking for.

At Monarch Media, my partner, Chellie Thompson, and I have used these approaches to maintain successful and healthy business relationships. 

-Andrea Exter

 

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Compiled and edited by Paige Booth