Seeking the Right Clients

Source: The Accounting Report by Art Bowman

Art Bowman says “80 percent of your profits are generated by 20 percent of your clients.” He believes, therefore, that firms should concentrate on clients that add to the firm’s profits. Not enough firms do this. Vertical market development is valuable because the client has already expressed a need for the services of your firm.

From The Accounting Report by Art Bowman March 25, 2005, [email protected]