How to "break up" with a client

As with our personal relationships, not all business relationships are meant to go the distance. We enter contracts with great enthusiasm; working with clients to meet their goals. Yet sometimes that enthusiasm quickly dissipates.

Not all contracts end up being mutually beneficial and that is a completely normal part of business. Perhaps your work styles conflict or the client can’t provide clear direction or quite often, scope creep starts. Whatever the issue, we need to take control and end the relationship before it becomes toxic.

When making the decision to end a contract, you want to ensure your brand values stay intact and you don’t burn bridges. Approaching the conversation (and it should be an in-person discussion, email won’t work here) with empathy and clear proof points is best for an effective exit.

I have had to break up with a few clients in my short five years in business. Here are some of my tips to help transition out of a contract while maintaining a professional relationship.

1. Give sufficient notice for the contract end
   My contracts state 30 days’ notice for termination which allows for any loose ends to be tied up and transfer all appropriate files and documents. Also, ensure the client understands the meeting purpose when it is scheduled. Don’t blindside them, that is truly unprofessional.
   

2. Focus on facts, not feelings
   This is important. Your reasons for ending the contract are not personal, it’s business. Keep the discussion to clear statements about the working situation using simple and clear points. It is a two-way conversation so be sure to respectfully listen to their concerns as you can learn a lot about yourself that can be positive moving forward with other clients.
   

3. Create a script and stick to it
   Having a list of items to cover will keep the discussion on topic and prevent it from devolving into a blame game. Keep the conversation positive and stick concise statements that you have practised ahead of time as it will help you remain calm.
   

4. Provide recommendations and/or referral
   As mentioned above, you want to ensure you keep your values intact and end the relationship positively. A simple one-page document highlighting immediate key priorities and timeline will ensure all tactics are easily handled directly by the client. I may even refer the client to a colleague I feel would be a better fit.
   
   

While “breaking up is hard to do” it is part of growing your business. It can be difficult to lose that income, but in my experience letting go of difficult situations frees up resources to attract your ideal client. And those ideal clients value your experience and time and will pay accordingly.