Segmenting Clients: The Trap of Dividing Accounts Based on Size

Divide and Conquer... this concept has been in use since the Roman Empire was peaking, and while there are substantial advantages to subscribing to such a philosophy, there can be serious dangers in dividing things the wrong way in the business world. 

Many sales groups will segment clients based on size, but this does not represent what these clients actually mean to your organisation.  Instead, consider breaking them up into “transactional, consultative, and enterprise”.  This allows for a greater understanding of where the client is, what they need, and how you can benefit their efforts. 

When you handle complex issues in this manner, you enter the problem-solving phase in the right mindset, and when you’re thinking creatively in this manner, nothing is more important.  Remember, your greatest asset in the current business landscape is your ability to see the paradigm from another angle.  Use this to your advantage, and you’ll undoubtedly flourish.

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