How to Identify High Value Clients

Using the 80/20 Growth Strategy methodology
Available as a book and a purpose-built software platform.

Discover and score your top clients based on your business goals

You choose your criteria, upload your data and the 80/20 software identifies your high value clients. It’s that easy!

Identify High Value Clients with 80/20 2Day Software

80/20 2Day software is a purpose built platform designed to help you identify High Value Clients using your business’s own data. Rather than relying on assumptions, static profiles, or generalised market segments, it translates your business’s goals into measurable client criteria. The result is a structured and evidence-based approach to client evaluation, prioritisation, and growth.

Identify High Value Clients with 80/20 Growth Methodology

The software is grounded in the Results 2Day methodology introduced in the book 80/20 Growth Strategy: Identify High Value Clients for Exponential Growth with Less Effort. It takes the concepts outlined in Christine’s book and operationalises them, providing a practical way to apply the 80/20 principle using real business data.

80/20 Growth Strategy Book

80/20 Growth Strategy - How to Identify High Value Clients for Exponential Growth with Less Effort
View Book on Amazon

Paperback: $24.99 AUD
Paperback: $17.90 USD

Kindle: $6.99 AUD
Kindle: $4.99 USD

80/20 2Day Software Process

At its core, 80/20 2Day reflects a simple but often underutilised reality. Not all clients contribute equally. In most businesses, a relatively small group of clients drives a disproportionately large share of value. While this is widely understood in theory, identifying those clients with precision, objectivity and consistency is far less common.

80/20 2Day software addresses this directly.

The platform begins by anchoring the process in your business’s north star. Rather than starting with predefined personas or assumptions, it focuses on what the business is trying to achieve. Whether the priority is growth, margin, efficiency, or long-term stability, these goals act as the reference point for defining value within the business.

From there, the software guides the selection of relevant criteria aligned to those goals. These criteria are based on industry-standard business and financial metrics. This ensures that evaluation is grounded in industry-standard metrics rather than subjective judgement.

Once criteria are selected, the platform processes uploaded data and applies a consistent scoring methodology across the client base. It calculates metrics, establishes thresholds, and ranks clients based on their contribution relative to the defined criteria. 

80/20 2Day Software Results

The outcome is a clear and ranked view of clients, highlighting the group that represents High Value Clients. This is not a theoretical segmentation. It is derived directly from operational and financial data, making it immediately relevant and actionable.

The software also applies the 80/20 principle in a practical and structured way. It identifies the top cohort of clients that contribute the most value and includes ties at the threshold to preserve accuracy. This allows businesses to focus time, investment, and strategy on the clients most aligned to their goals.

80/20 2Day is designed to be efficient and scalable. It supports multiple data sources, accommodates different business models, and maintains a consistent methodology across all selected criteria. This reduces manual effort and removes the need for complex external analysis.

For businesses seeking a more precise way to identify High Value Clients, 80/20 2Day provides a clear and structured path. It connects strategy to execution by turning business goals into measurable criteria and translating data into insight.

Rather than increasing activity, it supports a more focused approach. One where growth is driven by clarity, alignment, and the effective use of data already within the business, consistent with the principles outlined in 80/20 Growth Strategy: Identify High Value Clients for Exponential Growth with Less Effort.

 
 

Ready to see who your high value clients actually are?

The 80/20 2Day software turns your existing data into a clear, ranked view of your client base — objectively, in hours.

Frequently Asked Question

A High Value Client is a client that contributes strongly to the goals of your business. While revenue and profit are often factors, value is broader than sales alone.

Depending on your objectives, a High Value Client may be one that:

  • generates strong profitability
  • pays reliably and on time
  • has low service demands
  • renews consistently
  • purchases repeatedly
  • refers new business
  • aligns strategically with long-term growth goals

The definition of value depends on what the business is trying to achieve. We align criteria to the businesses goals.

High Value Clients are identified by analysing real business data against measurable criteria aligned to business goals.

This process may include evaluating:

  • customer lifetime value
  • customer lifetime profit
  • payment reliability
  • retention behaviour
  • service demand
  • referral activity
  • strategic alignment
  • purchasing patterns

The Results 2Day methodology applies industry-standard metrics and structured scoring to identify which clients contribute the greatest value relative to business goals.

Most businesses do not receive equal value from all clients. In many cases, a relatively small group of clients contributes a disproportionately large share of revenue, profit, stability, or growth opportunity.

Identifying High Value Clients helps businesses:

  • focus resources more effectively
  • reduce wasted marketing spend
  • improve ROI
  • shorten sales cycles
  • improve operational efficiency
  • attract more strategically aligned clients

No. Revenue on its own rarely provides a complete picture of value.

Some high-revenue clients may also:

  • consume excessive support resources
  • create operational complexity
  • pay slowly
  • generate low margins
  • create concentration risk

High Value Clients are identified using a broader set of financial, operational, and strategic criteria aligned to business goals.

The 80/20 principle suggests that a relatively small percentage of inputs often drives a disproportionately large percentage of outcomes.

In business, this frequently appears as:

  • a small group of clients generating most profit
  • a minority of products driving most revenue
  • a small number of activities creating most results

The Results 2Day 80/20 Growth Strategy methodology applies this principle in a practical and measurable way using business data and industry-standard metrics.

Traditional buyer personas and ideal customer profiles are often based on assumptions, broad segmentation, or anecdotal experience.

The Results 2Day methodology instead starts with:

  1. business goals
  2. measurable client criteria
  3. operational and financial data

This creates a more objective and evidence-based process for identifying which clients contribute the greatest value to the business.

The 80/20 Growth Strategy methodology can support a range of business goals, including:

  • profitable growth
  • market leadership
  • operational efficiency
  • succession planning
  • preparing for sale or acquisition
  • improving cash flow
  • reducing churn
  • building predictable recurring revenue
  • founder exit

Different goals may require different client criteria and weighting models.

Yes. In many cases, businesses already hold the required data within:

  • accounting systems
  • CRMs
  • billing platforms
  • job costing systems
  • customer service systems
  • operational platforms

The challenge is usually not access to data, but translating it into meaningful client insight.

Common metrics may include:

  • customer lifetime value (CLV)
  • customer lifetime profit
  • average order value (AOV)
  • payment reliability
  • churn risk
  • retention rate
  • service demand
  • referral behaviour
  • contract length
  • margin contribution

The most relevant metrics depend on the goals of the business.

Yes. In many cases, businesses already hold the required data within:

  • accounting systems
  • CRMs
  • billing platforms
  • customer service systems
  • operational platforms

The challenge is usually not access to data, but translating it into meaningful client insight.