Strategic Client Matrix

Who are the Players in Your Strategic Game?

Not all clients are of equal value. Professionals need to regularly examine their client base to ensure offering appropriate services or products to the right people. A good generalization is that 20% of your clients will use 80% of your energy. Are these same 20% also using 80% of your Value-Added work?

In order to establish who the players are in the strategic game, ask these questions:

• Who are your major clients?
• Who should be your major clients?
• Is the type of work you do for your major clients Value-Added work?
• What should you be doing that you are not?
  

Answers to these questions are crucial to your success as an internal consultant, as well as to your personal satisfaction.

Completing the following matrix will help answer the above questions. Write in key names and key activities. Remember the 80-20 rule. Don’t get caught up in detail and ‘analysis paralysis.’

• Expertise Delivery Model in a Strategic Context
• Professional Strategic Model
• Marketing Your Professional Skills Overview
• Line of Sight for Professional Work

Back to Table of Contents