12,500 customers. Only 500 mattered. How to find yours

Your business can be growing nicely and pointed at completely the wrong customers. At Peer 1 we had 12,500 of them, and 500 made 60% of the revenue. Get the Market Scorecard (free): https://readytoscale.monkhouseandcomp... Get a copy of Mind Your F**king Business: https://mindyourfkingbusiness.com/?ut... This episode is in partnership with CEOfriend. First month free with the code STWTRIAL: https://bit.ly/4dTWeEp Watch this next: Your calendar is killing your strategy    • Your calendar is killing your strategy   Chapters: 0:00 - Why you feel stretched when revenue is up 1:21 - Three people, one word 3:15 - The vanity ceiling 4:30 - A word from CEOfriend 5:08 - The five tests 7:25 - The two prices 9:59 - The lookalike trap 14:56 - Get the write-up 15:26 - What we actually did 17:37 - What we sold them 19:23 - The five dollar mailbox 21:08 - Monday morning In this video I give you the 5 tests for whether a customer is worth building a company around, and 2 calculations you can do on the back of a fag packet that tell you what one of them actually costs you to serve. Then the half you can't work out at your own desk: why your real competitors are almost never the companies that look like you, including the moment the software offered Vuba their own American business as a competitor. And what happened when we tried to sell a five dollar product with twelve dollars of cost already built into it. What you'll learn: Why revenue tells you which customers to keep, and gets it wrong The vanity ceiling: adding customers every month while getting slowly poorer A price for attention and a price for delivery, and how to work out both Why your least profitable customers are the ones your team hates serving The lookalike trap, and why "doing nothing" is your biggest competitor What we did with the ten thousand customers we decided against, and what happened next