Business Acumen

Focus On Your Top Customers

WHEN VILFREDO PERETO noted, in 1906, that 20 per cent of Italy's population owned 80 per cent of the country's property, he had no way of knowing how widely his observation would apply to the world of economics, and to businesses. Since then, the Pareto Principle, or the 80-20 rule, as it is usually known, has proven sufficiently flexible to turn up in all kinds of business scenarios and has become an accepted part of global management thinking. Thus, we hear that 20 per cent of a company's employees produce 80 percent of its results and, with suitable modifications to fit different areas or industries, the list of examples goes on.