Better Business: Sorting clients by value

One of the keys to increased profitability is better client management; that is, working with the most profitable clients within your client base. Most advisers will readily admit that too often they are doing service work for low value clients who no longer generate income for the business. Failure to address this issue inevitably leads to poor profitability, long working hours and a high level of frustration. Despite all this there is still significant resistance to the idea of client segmentation. The main reason for segmentation is to improve client service and the business's bottom ...