client segments

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Work out where the real money is in your book of business
by Tony Vidler        Let’s talk about one of those elephant in the room things: not all clients are equal for a professional service firm. As human beings they might all be equal, but as clients they are not.   Each client relationship has a commercial value….and a commercial cost.  Each therefore has varying profitability, […]
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Who are your most valuable clients?
by Tony Vidler        It may seem an obvious question to many however understanding who the most valuable clients are to a firm is not actually universally known it seems.  There is often an innate understanding of who they are however it is often not underpinned by any analysis.   Even when there is, and […]
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commercial-client-segmentation
Client Segmentation – done commercially!
by Tony Vidler        It is logical to do a bit of client segmentation so that you can figure out what levels of service can be offered to which clients profitably.  The funny thing is that most of the time it is the “profitably” part that gets lost in the client categorisation process….   While […]
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