Pruning Your Client Base
By Mark Borge, an EO Fort Worth member and principal of Best Facility Services
I remember our mindset when we launched Best Facility Services, a bootstrapped venture rich with naïve enthusiasm and low on cash flow— we had none. Any building was fair game for our janitorial services startup. Persistence, and a few properties brought in from my co-founding partner, eventually yielded some success. Before long, our client base “tree” was starting to sprout. At first, landing a new account was akin to adding another small branch to our sapling. But eventually, revenues began to build momentum, account managers were hired, office space was rented (almost 600 square feet!) and I finally started to draw a paycheck. We had a full-grown tree on our hands.