What You Will Learn

    

• Define clear criteria for desired wealth/revenue, inspiration, and nurture of a Best Client

• Finalize your Client Classification process for implementation

• Establish clear criteria for accepting or rejecting a potential client based on wealth/revenue and inspiration

• Establish clear criteria for classifying existing clients based on wealth/revenue, inspiration, and nurture

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How You Can Get Started

 

Define Your Client Classification Based on Your Best Client

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1. Review the following resources to get an understanding of our recommended approach to client classification:

   • Client Classification: The Business Essential

   • The “WIN” Approach

2. Use a digital or hardcopy of the Client Classification Worksheet.

   • You can ‘click & type’ your digital version or complete it by hand on the hard copy version.

3. Review the worksheet and carefully consider the criteria you want to establish based on the work you have completed in the previous Best Practice, "Your Vision". 

4. Next, begin to complete the worksheet as follows:

   • Step 1: Outline the criteria for your Best Client – This defines the type of Best Clients you want more of going forward.

   • Step 2: Define your Knockout Factors – This defines the type of clients you do not want to bring on going forward.

   • Step 3: Create your Client Classification Framework – using the work you have done in Step 1 and Step 2 you can begin to create a meaningful framework for sorting and organizing your clients.

5. You may want to read the Best Client Profile & Knockout Factors Samples to help you begin.

6. Discuss the Best Client, Knock-Out Factors and Client Classification with your team. 

7. Put the Client Classification Worksheet in your Procedures Manual. 

8. Create, or assign, a field in your CRM to display the new Client Classification designations. 

9. We do not recommend you code all your clients until you have fully completed the next Best Practice.

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