How does Bill Carmody’s strategy increase profitability by eliminating smaller clients?

Bill’s strategy is about freeing capacity from low-profit work so it can be redeployed into high-profit clients and activities.

Smaller clients often:

1. Demand similar time and attention as larger ones
2. Generate far less revenue
3. Create complexity in service, admin, and communication

By intentionally “graduating” these smaller clients (ideally by referring them to others), more time opens up to:

1. Serve top clients better (leading to higher fees and renewals)
2. Win and onboard larger, ideal clients
3. Build leveraged offers (groups, products, speaking)

Over time, revenue per hour and margin both rise because the business is built around fewer, better clients rather than many small, demanding ones.

Would you like help mapping which of your current clients are actually profitable and which are quietly draining you?