Chapter 2

Is tiering customers unfair to the small ones?

Chia khách theo tầng có bất công với khách nhỏ không?

The chapter's question

How many tiers do I split customers into, and by what criteria?

Big idea

Customer tiers rest on value and potential, not on who is loudest.

In this chapter

  1. Part 2.1

    Two Criteria

    Besides contract value, what should the second criterion be?

  2. Part 2.2

    Three Tiers Are Enough

    Why do too many tiers make the work more confusing?

  3. Part 2.3

    Accounts on the Border

    How do I place a customer sitting between two tiers?

  4. Part 2.4

    Revisiting Tiers

    How often do I re-tier customers?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Two Hundred Accounts, One Person is free to read right here.

Read in Conan School

Chapters of Two Hundred Accounts, One Person

  1. 1.Am I serving important customers, or just noisy ones?
  2. 2.Is tiering customers unfair to the small ones?
  3. 3.Do small customers need meetings to feel cared for?
  4. 4.Who does my weekly calendar really put first?
  5. 5.Taking more accounts without dropping anything: generous or reckless?