Jill Snider thought client segmentation was a way of discriminating against small clients.

By answering a few questions, Jill learned that she is already giving her top clients A-list service. Segmenting simply formalizes the process and ensures that top clients always receive the highest level of service. It does not mean giving inferior service to any clients.

> A good segmentation strategy makes every client feel as if he or she is receiving top-level treatment according to their needs.

> Clients should be segmented based on qualitative as well as quantitative criteria. Account size is important, but not the only consideration. Also look at the depth of your relationship with that client — and whether they are the children of A-list clients, for example.