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The Rise of Legacy Clients

I heard this term a while ago.

First, a legacy client is one that is no longer profitable. This is probably the most direct way to put it. You can define it further by saying legacy clients are clients of the past, hence the word “legacy” but that’s not so critical as compared to the profitability part. That’s the high order bit.

It happens and most often when you least expected it. Or should I say, it happens at the wrong timing. (Then again, is there ever a good timing for such?)

Clients become legacy because like you, everyone and everything changes with time.

The nature of business is that it’s always fluid.

Thus, what was your best client 2023 may become a growing disappointment in 2024.

You should have the eyes for such, and learn to pivot decisively.

The only way to handle legacy clients is to reduce your weightage (dependence) on them and hunt new game.

This is why in the world of sales, there is always the dual need to hunt and farm.

Most people stop hunting once they go into farm autopilot mode because the clients are giving them good returns.

The illusion that this will persist for a few years (or forever) is a dangerous pitfall.

Most know but can’t resist taking the easier path (aka farming) and hoping that the clients continue their momentum of business.

Nowhere is this more true than in recruitment.

I have my misses over the years. Clients turn legacy leaving me reeling from the shock and in tears. Thankfully this got better with experience and I always sow seeds to ensure it’s not all in for a few clients.

The world is evolving and adapting.

Why shouldn’t we be doing the same?

Be the recruiter who thrives because you do not fixate on a few diehard clients but constantly sow and plough.

p.s. Don’t be snuffed out by legacy clients. Instead, a legacy for yourself.

p.p.s. A warm welcome to everyone who subscribed The Solo Recruiter since the last post. You are now a part of this Spartan tribe that supports one another to achieve great results in recruitment business. It’s tough but we make it together.

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