Workshop: RFM + Cost analysis and client segmentation

  • 20 min

We must segment clients not only considering the income from them, but also the losses they create for us.

You've all heard of “difficult” clients. Sales managers encounter them most often. What if I show you with numbers how to reduce work with such people to a minimum?

What if these difficult clients never recoup the costs of acquiring them, maintaining them, and receivables?

What if I show you how to make a rating of such clients in one number. And you will immediately understand that a rating of 90-100 is your best top clients. First of all, we work with them and we are friends with them. 

And all the rest, including difficult ones, will be ranked lower. And the work with them can be done in cheaper ways.

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