Who would you clone?

Key points

• Smart businesses focus on which customers are most profitable, not just how many they have. Revenue alone does not show value, so owners should review their top 10 to 20 customers.
• Key questions include what those customers buy, what servicing costs, whether pricing is right, and whether they pay on time. Owners can then market to similar businesses, ask for referrals and review pricing where margins are low.
• Clear Path Accounting founder Suzanne Walker says the better question is how to attract more of the right customers.