Double revenue with your top 20%.

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The sales director was proud of the number. Two thousand clients. A record. He showed me the dashboard, grinning at the growth curve. I asked a simple question: "How many of those clients actually make you money?" The grin faded. He didn't know. He had never asked. He had been trained to believe that every new customer was a victory, that the only bad client was the one who didn't pay. He was wrong, and the spreadsheet proved it. The 200 biggest accounts generated 80% of the revenue, but they also demanded the most attention. The other 1,800 were a slow bleed—small orders, endless support tickets, constant churn.