80/20 David and Goliath: The Power of Ideal Clients

Pareto 80-20 Rule Business Clients
How we feel about our achievements is relative to how we measure ourselves. How we perform in the future, is impacted by how we feel about the results of the measurement.

Harvard or MIT

If you graduate at the top of your high school class you might feel pretty good about that. So you head off to university thinking you were the smartest person in school. But the university you choose is fed by hundreds or many thousands of high schools; all with people who are also academically accomplished.

So you go from the little pond, to the big pond.

Now let’s say you go to a prestigious university like Harvard with higher than average entrance requirements. You are now with the brightest of the bright.

This is the premise of one of the examples in “David and Goliath” by Malcolm Gladwell.

Now to be sure, it is not just raw intelligence that matters. Everyone tends to have talents of some sort that are their natural and become their developed advantages. So some of the people arriving for Harvard may be smarter and some may have had more preparation or practice; or both.

Everyone in a prestigious school doesn’t get the same grade. Some will struggle and some will be at the top of the class. There will still be a bottom 20% and a top 20%.

Remember that the people in the bottom of the class at Harvard were near the top of their classes in high school because of the tough entrance requirements.

Yet, the bottom performers at Harvard may feel just as bad about their performance, or worse, than the bottom performers at a school with easier entrance requirements. They still drop out or switch to something easier. Losing still hurts. Maybe it is even harder to take when you are used to being on top.

Here is the other thing.

The people who perform at the top 20% of their class at Harvard have more confidence and go on to greater future academic and other success than their peers. So do the top 20% of people who graduate from tier 2 schools.

Who you measure yourself against is extremely important. And so is your attitude about that measurement.

Most of us measure ourselves relative to our peers, not the bigger population as a whole.

If you are entering a bigger tougher pond, it is much harder to be the big fish.

The 80/20 Education

Here is my theory about how this is the 80/20 rule at play. Keep in mind; the exact percentages don’t matter as much as the concepts.

As I mentioned in my prior post, The 80/20 Go-Giver, the 80/20 rule is generally fractal.

For our purposes that just means if I take the top 20% of a group, the performance curves will still be the same shape for that smaller group. I can again break out the next top 20% who achieve 80% of the results. You can keep going as long as the sample size is big enough.

In the Harvard example we see that top schools are probably recruiting from the top 20% of university applicants which is around 40% of high school graduates or the equivalent about the top 8% academically of high school graduates. They don’t select them all but it is an elite selection pool.

Even people in the bottom of the class at Harvard were likely from this pool.

Yet if they are in the bottom of the class their beliefs in themselves are lowered and they don’t perform as high as the people in the top 20% graduating from a university with lower entrance requirements.

The school you go to plays a role in success. But, where you place relative to your class and how you feel about your place in that group has a big impact on your future success.

Arrows in Bulls eye Ideal Client Target Market

The Power of 80/20 Ideal Clients

Applying this to your business, two factors come into play:

  • How do you perceive yourself relative to your competitors?
  • How do your prospective clients perceive you relative to your competitors?

When you are starting and building your business (or professional) credibility you ideally want to go back to being the big fish in the little pond.

This will mean you are not comparing yourself to the industry giants who can offer lots of different solutions to lots of different clients and have big brand name recognition.

Who will benefit the most from what you do? Who will get the most value and be most likely to talk about it?

Being the big fish will likely boost your own sense of worth and achievement.  It will certainly boost your prospects sense of you. Both of these lead to greater early success.

They give you the amazing social proof and testimonials you need to get out of the little pond if you want or to truly serve the little pond well if that is where you want to stay. You don’t want to be in the bottom 20% at Harvard you want to be in the top 20% in your school.

Don’t think top 20% to start. That is likely still too broad even in B2B.

Go fractal:

  • The top 4%. (The top 20% of the top 20%.)
  • Or better yet, the top 0.8% (3 levels deep)
  • Or…

How specific about your niche would you have to get?

How would you target that group?

Ultimately you can market a lot more heavily into a small niche than a large market for the same budget.

You Don’t Have to Stay There

After you reach critical mass in your target market you can branch out. However, because you are an authority in one area of expertise you can use that to jump to related areas or markets.

As you grow you can become a bigger fish in a bigger pond over time.

Who is your perfect client right now? Find their pond.

By | 2017-06-12T14:20:59+00:00 January 15th, 2015|Categories: Business Strategy, Doug's Blog, Marketing, Sales|

About the Author:

Doug Wagner is an entrepreneur, President and Co-founder of Sunwapta Solutions. Sunwapta's mission is to help businesses transform from surviving to thriving, sustainable growth. From strategy to implementation, this means marketing, sales, managing your brand and delivering consistent value. Get more clients and keep them.