Client tiers are when a business segments their clients into different service level tiers (Tier A, Tier B, etc.).
Why have them?
Client tiers allow advisors to have set expectations for each client. Everyone should receive great service, but not everyone has to receive the same level of service.
How to create them?
One of the most common ways to divide patients into tiers is based on Revenue per Client.
“How profitable is this client? And how much time should I spend on them?” These two questions can help you decide on which tier a client should be placed in.
Problems you may experience
When someone is in a lower tier and you remove all personalization of your service. Everyone should receive great service, but not everyone has to receive the same level of service. Make sure that you are still providing great service to your lower tiers, but not the same level of service as your top tiers.
Client Change Tiers – Clients may change tiers over time, or may change based on your service model. If a client changes to a lower tier, you may need to have a conversation explaining the new expectations.
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