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April 02, 2009

Comments

Gabriel Rossi- Branding

Len,

We should also not ignore the real value of each customer (referral value). Some of your clients might end up being more valuable than they seemed.

Most companies and brands have yet to internalize what it is in the first place anyway.

Cheers

Gabriel Rossi- Brazil

Dan

I'm a big fan of the 80/20 rule... Or should I say thinking?

When it's treated like a rule, you focus too much on useless measurements and make bad decisions like you demonstrated above. When you just look at one set of stats you're blind to what's really happening.

I love taking a pass at several factors. Size of deal, expectations of repeat deals, the real cost of the deal, etc. and apply the 80/20 rule to them all. If there's any overlap negatively, get rid of it! If there's overlap on positives, push that angle a little more.

That minimizes your chances of killing off something that may be valuable from different perspectives.

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