Some clients are better than others. You know the ones I’m talking about. They have more work for you (or bigger cases), they pay on time, and they don’t call you every other day to ask the same questions you already answered three times before.
Better clients are worth more to us and we should acknowledge this. We shouldn’t feel guilty about treating some clients better than others or trying to treat everyone the same because it’s fair or politically correct.
If someone is paying me $150,000 a year, I’m going to give him more attention than someone who pays me $1,000 for a one time transaction. That’s just the way it is.
Make a list of your “twenty percent” clients, the ones who provide the bulk of your income. Start paying more attention to them, acknowledging them and strengthening your relationship with them. Give them more of your (non-billable) time, spend more on their Christmas gifts, and do whatever you can do to convert them from being merely “satisfied” clients to raving fans.