Take your best client to lunch

Take your most profitable client to lunch this week. Your most profitable client may not be your largest client. We tend to focus on revenue in the heritage industry and give lots of attention to the biggest clients. However, these clients may not be the ones that are financially benefiting your organization the most. Take this opportunity to crunch last year’s data to see which client had the biggest profit contribution in dollars/pounds. You are after the absolute dollars/pounds of profit, not the percent of profit. The client with the largest amount of profit dollars/pounds is your most valuable client, regardless of the profit percent or revenue amount. You might be surprised who this client is….and perhaps a little thanks is overdue!

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