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What you can expect from this best practice:

• Define clear criteria for desired assets, attitude and advocacy of an Ideal Client

• Establish clear criteria for accepting or rejecting a potential client on the basis of assets and attitude

• Establish clear criteria for classifying existing clients on the basis of assets, attitude and advocacy

• Finalize your Client Classification process for implementation

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Client Classification

1. Review the following resources to get an understanding of our recommended approach to client classification:

   • Client Classification: The Business Essential

   • The Triple “A” Approach

2. Use a digital or hard copy of the Client Classification Worksheet.   You can ‘click & type’ your digital version or complete it by hand on the hard copy version.

3. Review the worksheet and carefully consider the criteria you want to establish based on the work you’ve completed in the previous Best Practice, "Your Vision". 

4. Next, begin to complete the worksheet as follows:

   • Step 1: Outline the criteria for your Ideal Client – this defines the type of clients you want more of going forward.

   • Step 2: Define your Knock Out Factors – this defines the type of clients you don’t want to bring on going forward.

   • Step 3: Create your Client Classification Framework – using the work you’ve done in Step 1 and Step 2 you can begin to create a meaningful framework to sort and organize your clients.

5. Discuss the Ideal Client, Knock-Out Factors and Client Classification with your team. 

6. Put the Client Classification Worksheet in your Procedures Manual. 

7. Create, or assign, a field in your CRM to display the new Client Classification designations. 

8. We do not recommend you code all of your clients until you have fully completed the next Best Practice.

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