A palavra mais importante é...
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Não!!!
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Em linha com a ideia de clientes-alvo e com vários postais como, por exemplo:
Este artigo "Need a pricing strategy? Fire a customer" merece ser lido, copiado e distribuído:
"Recently, I was talking to the president of a successful company that had lost an account that represented 25% of its sales volume. Sounds like a disaster, right? Wrong! Even though sales went down, profits went up! This is not an unusual story. Most companies have many customers that are unprofitable, and the best gift you could give the business is to fire these accounts. Some of them may be willing to pay the higher price, but don't fret over those that won't; let them take their unprofitable business to your competitors."Recordar "Clientes-alvo e rentabilidade" (perdas de 30% das vendas em 2009 traduzirem-se em mais ou menos o mesmo lucro) e as curvas de Stobachoff, e as curvas de isolucro de Dolan e Simon
"Whether you choose to walk away from your unprofitable customers, or provide versions of your offering, don't let them sip on champagne when they paid for beer."
