Focusing on the 5% of the business that can impact the other 95% of the business opens the door for focus. 

Many follow the Pareto principle of 80/20. However, you might learn even more if you narrow this further to 10% or, even better, the top 5%  of your top customers. They offer the best chance to increase spending and bring you other like customers, as friends of a similar demographic surround them. It is also an easier group to manage.

Once you focus on this group, other opportunities will begin to present themselves. You may change the way you market, the way you serve them, and the way you interact with them. For example, a client learned that three of his top customers belonged to the same country club. It was expensive to join, but he created ten new customers of equal or better value in annual spending within a year. The investment was more than worth the membership, and the time out of the store earned a better lifestyle.

Please share your examples of how focusing on one area of technology, people, or marketing changed the growth of your business at Marketing@Management-One.com.