Think about this, where do you spend most time, with your best clients or, running after the ones who constantly moan, haggle and pay late? It's an easy trap to fall into, especially when the 'profit hoovers' spend a lot of money. The challenge isn't to manage your business without these clients, but recognise who they are and what you can do about it. Then understand what your most profitable clients, the ones who are easy to service and pay on time, look like. So you can focus all your energy on attracting more of them. Customer profiling is at the heart of your strategy for growth and will transform how you look at new business.
