Every business has distinct offerings with varied go-to-market motions. What is relevant for all services companies is the limited availability of resources (time, capital, human, etc.). Management teams should find ways to prioritize revenue initiatives and growth efforts given limited resources.
A company can devise multiple ways to prioritize internal efforts. Methodologies can include one to “n” dimensions relevant to that specific company and its services.
Below is an example that can give teams a quick heuristic for deciding where to invest marginal resources. The chart compares an account’s revenue potential with its current importance/size. The quadrant numbers reflect the team’s suggested top areas of focus.
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A company can place customers in each quadrant to quickly assess where relationships and potential stand. The goal is to invest efforts in accounts in the right quadrants (high-potential). There is no right or wrong way to prioritize efforts within the business. The key is to connect the outcomes of your prioritization methodology with operational tactics that align with those results.