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80/20 rule is alive and well - but they didn’t know it!
Posted By Paul Watkins On 5th March 2003 @ 22:07 In Uncategorized | No Comments
I recently facilitated a workshop for a 12-partner law firm, looking at marketing activities that would generate new high value clients. By way of preparation I asked each author to bring along a list of their top 25 clients, including current annual fees and potential annual fees.
A fascinating thing happened. While most had filled the page without difficulty, two of the partners couldn’t fill in the whole list - they only had 12 and 7 clients respectively. And guess what - these two earned the most fees for the firm by a huge margin.
My soon to be released book deals with this exact issue - it’s only the quality of the customer/client, not the quantity that matters.
Article printed from Got Keynote: http://www.gotkeynote.com
URL to article: http://www.gotkeynote.com/2003/03/05/8020-rule-is-alive-and-well-but-they-didnt-know-it/
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