You know that client who pays on time, refers others without being asked, and makes you think "why can't they all be like this?"

That's what I call an irrationally positive client - someone who sees you as a strategic partner, pays premium fees without negotiation, and brings energy that makes your work better.

Most consultants find these clients by accident, celebrate briefly, then go back to chasing everyone else.

Here's how to find them on purpose.

The Vital Few vs. Everyone Else

Not all clients are created equal.

In fact, 11% of your clients, your Vital Few, typically deliver 56% of your value. They're the A-grade clients who pay well, align with your mission, and actively promote your work.

But here's what is easy to miss - these clients aren't just more profitable - they're irrationally valuable because they see something in your work that others don't. They appreciate your magic touch - whether that’s your framework that turned their confusion into clarity, the missing piece they can't find elsewhere, or your ability to make the whole picture visible.

That shift is worth 10x to them, and they were willing to invest in it.

The pyramid that builds itself

Think of your client base like a pyramid:

At the bottom: Your Stable Base (C's) - the reliable work that keeps your business running. Bread-and-butter clients who give you stability and credibility.

In the middle: Your Strong Core (B's) - where momentum builds. These clients demonstrate your expertise, generate referrals, and prove your value.

At the top: Your Vital Few (A's) - the high-value transformation work where clients see you as a trusted partner, not a supplier. This is where you create the most impact and command premium rates.

Here's the key insight: your Stable Base and Strong Core aren't distractions - they're the pathway to your Vital Few.

B's and C's often become A's as they grow with you. They refer other well-aligned clients who already understand your value, and they give you the credibility, confidence and case studies that attract even more.

The goal isn't to abandon the bottom - it's to strengthen the upward flow so more clients naturally move toward your Strategic Edge.

Spotting the pattern

Your irrationally positive clients reveal your unique edge.

When someone pays far more than average, it's not because they're careless; it's because they see value others can't. And if you can spot the pattern behind what attracted them, you can replicate it.

Here's what to look for:

Before they bought:

• What had they already tried (and failed)?

• What signals showed they were ready for strategic depth?

• What was at stake that made your solution urgent?

Why they chose you:

• What did you offer that competitors didn't?

• What framework or perspective made the difference?

• Why were they willing to pay more?

When you reverse-engineer your Vital Few, you stop convincing the wrong people - and start magnetising the right ones.

The one thing that blocks flow

There's one category that doesn't feed upward: the Drains (D's).

These are the clients who consume energy, resist your approach, and never quite align - no matter how much you deliver. They clog the system and prevent you from serving your Vital Few well.

The maths is brutal: 56% of clients (your Stable Base + Drains) deliver just 11% of your value.

The fix isn't working harder. It's clearing the Drains and focusing on the signals that attract clients who move upward.

Action step

This week, identify your top 3 clients - the ones who pay well, align with your mission, and promote your work.

Then ask:

• What signals did they show before they bought?

• What had they tried (and failed) before finding you?

• What made your solution worth 10x to them?

That pattern is your growth compass.

Want the step-by-step system?

My Ready-To-Buy Playbook shows exactly how to build predictable client acquisition for solo and boutique consultancy owners.

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