Book Tiering Worksheet
Not every client deserves the same hour. Drop your accounts in, and watch the book split into the tiers that should run your calendar, plus the monoline accounts that are the cheapest growth you own.
3 accounts, 30% of the book, drive 66% of revenue. The hour costs the same whether a client pays $10,167 or $1,610. Spend it where the book actually is.
The top of your book. Most of your revenue, least of your accounts. These get proactive reviews; losing one hurts.
Solid middle. The cross-sell and round-out work here is where Tier A is made.
The long tail. Serve it well but with process and self-service, not your calendar.
These accounts trust you with one thing. They’re your warmest, cheapest growth: rounding out a monoline client beats chasing a stranger. $7,800 of revenue sits on a single line.
- BDr. Patel Dental$4,100 · 1 line
- CThompson Trucking$2,200 · 1 line
- CGreenfield Landscaping$1,500 · 1 line
Tiers split by cumulative revenue: A = the accounts that make your first 50%, B the next 30%, C the rest. Your numbers, the math shown.