Think Beyond the 80/20 Rule

Pareto still holds good as a general principle.

But the trouble is for most firms they don’t look hard enough at why it is or what it is that determines the 80% from the 20%.

It is not just a case of finding more like the 20 but rather in understanding what it is that you can do more of for the 21, 22, 23 etc to grow the percentage of clients that you would prefer to have as clients.