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Focus on your top 20%

Pareto's law suggests that the top 20% of almost anything equates to 80% of the benefit. So how can you maximise profitability from your best clients? Furthermore, should you think about renegotiating with your least profitable 20%? Your worst clients may well be costing you for the privilege of working with them - and there are good and bad ways of negotiating with them even when it means throwing in the towel. Meetings with your best clients need to move away from negotiating one off deals. Are there opportunities to develop a mutually beneficial long-term partnership by delivering more substance and even greater value to your top 20%? Reach the hallowed position of long-term ‘trusted advisor’ where you no longer have to competitively pitch for every opportunity.

Your new strengths and abilities

  • Sales strategy redefined towards delivering more tangible value to your clients.
  • Techniques applied for building on already successful relationships.
  • Recognised by best clients as a ‘trusted advisor’.
  • Developing relationships with new clients who may be destined to be included in your top 20%.
  • True profitability or loss of existing client accounts has been accurately analysed.
  • WIN WIN alternative propositions have been developed to tackle less than profitable business.

Did you know?

Pareto Law was devised in nineteenth century Italy and was originally used in land deals. Whilst the precise numbers of the 80:20 rule is not important there does seem to be much truth in the theory.

Who would benefit?

Anyone keen to influence future sales strategy with the aim of increasing profitability through better utilisation of 'human capital' (your people).

To discuss a current or potential need, contact Robin Johnson at OvationXL on 07774 415 561 or

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