How to manage your client 'segments'

In light of upcoming regulatory changes, much has been made about advisers segmenting their clients to ensure they thrive by focusing on the most affluent. But these decisions can be tricky. How do you maintain a balancing act between your ‘high flyers’, the ‘slow burners’ and a drive for new clients? And how do you build that model in the first place? Tradition says that, as with any business, 80% of income comes from 20% of your clients. And that is probably true for a lot of IFAs. Therefore, logic suggests the wealthier and more active clients deserve more of your time and effort. ...