Letter from Roger Alford, 313-769-7540, Programmable Designs Inc. Ann Arbor,MI. in response to the subject article. Roger provides electronic design engineering and manufacturing services, with particular expertise in the application of PLDs (programmable logic devices). He has authored two books and over 100 magazine articles, and conducted numerous seminars on the subject.

Like many small business owners, I put in a lot of hours and a reasonable portion of my time has to be doing productive, income-earning work. If I spend too much of my time doing administrative work or dealing with grief from difficult clients, the cash flow situation takes a noticeable turn in the wrong direction.

A couple of months ago, I was contemplating this at a time I was buried with several project quotes that had to be prepared, some 'speculative' projects that were awaiting my attention, and a lot of 'real' paying work that had to be done with looming deadlines. There also seemed to be an unusually high amount of administrative demands as well. As I thought about my situation, I realized I was wasting precious time with speculative projects that didn't really fit me, and quotes for some projects that I didn't even want to do!

To keep myself more productively focused on the paying work, I decided to not quote some projects, and I gave up a speculative project that offered some possible future payback for (free) work spent now, but was in an area that didn't have a lot of expertise, and thus demanded a lot of my time. I decided that it just didn't fit me well and that clients should find someone who is better suited.

I have been noticeably more productive since I implemented these changes. Now I put a lot more thought into where I put my limited resources before I act. I find it makes sense for me not to quote certain projects, even though I know we could handle them. And on occasion, I've also had certain clients that I will avoid working with again because they are too much grief (always trying to get more than they're willing to pay for, slow in paying, etc.).

In short, I agree with Jim Lynn: While it must be done carefully and tactfully in the appropriate situations, I think that firing a client can offer a surprising productivity and income boost to a small business.