Mark Osborne explains how fast-growing companies shift their ideal customer profile as they scale. Early on, any paying customer works. Later, they prioritize customers who are cheaper to serve, pay faster, and generate higher margins.
Because at the beginning, you know, if they've got a pulse and a checkbook, it's a great customer, bring them in. Exactly. But then, but what we see oftentimes is that as companies grow, they start to really refine that ideal customer profile, not only to be, you know, who do we like working with, what are the projects that, you know, we can deliver easily and, you know, sort of potentially is more profit, but Also things like, who are the customers that like, or that tend to pay on time, or that tend to pay faster, or that we get better margins off of, or all of these things that really sort of evolve over time as you grow.
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