While describing the type of business he didn’t want to be,  my client threw out an abbreviation that I thought was golden: AFAB

Anything For A Buck

He understood that his recent pattern of doing anything for a buck (AFAB) was re-enforcing several poor habits among his team – himself included. It was teaching them to act like typical me-too contractors who fight clients and designers every step of the way over every little cost add as he had no other choice due to the manner in which the jobs ended up in their hands (by being the low bidder).

All the result of AFAB.

Companies that grow do not pursue AFAB. They identify profitable niches and customers they can excel with and build their businesses around those customers.

That’s what my client is working towards and that’s what you should be working towards too!

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