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Tuesday Tip: Bet On Your Growth Customers

As Shepherd Advisors helps companies focus on better targets, we will often ask, “Who are your growth customers?” Growth customers are companies that:

  • Ask you to sell more to them - even without you asking, and

  • Concentrate on serving to one or more markets that are themselves growing

Use this simple tool to focus on customers to bet on. Set up a 2x2 matrix as below. List all your customers by growth of orders and growth of markets.

Then prioritize on the customers listed in the upper left. Often, this exercise also reveals a surprise insight or two. What ah-ha’s do you uncover?

Let us know how this works for you.


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