80/20 Business Wins

Review your client list to change the future of your accountancy firm…

When was the last time you reviewed your client list? The full list…

When you look closely at it, you’ll see an imbalance

The chances are that 20% of your profits will be generated by 80% of your clients…

It might be slightly less, it might be slightly more – but the imbalance will be there…

Look at how much time you spend on the 80% of clients generating 20% profits…how much time do you spend on these clients, resolving queries and dealing with complaints?

Now look at the 20% that bring your firm 80% of the profits…how much of your time and focus is spent on them?

In fact, you might speak to your less financially valuable clients more often and yet losing them would not make a massive difference to your bottom line. Ironically, they may get a better personal service than the top 20%.

This imbalance needs to be addressed for your firm to be truly successful.

What I’m trying to say is that it pays for your firm to focus on the top 20% of your clients, the ones that mean the survival and future of your business…

For example, it makes sense for a hotel to look after the long-term penthouse suite guest rather than the single room, one-night stay guest.

The person in the penthouse should be checked in immediately on arrival, should get room service first and should get the best linen the hotel has, the one-night guest should be looked after of course but perhaps not with the same urgency and dedication and not at the expense of the penthouse suite guest.

The penthouse suite guest and others like them are the reason the hotel is in business, the one-night guests come and go…​

​Start seeking out ways to put this 80/20 rule to work on your client list and focus on the 20% of clients that matter most to the future of your business…download this 4-page report.

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