Ever wondered how to pinpoint the perfect customers for your business? It’s a question that stumps organisations big and small. But what if we told you that the answer lies in the animal kingdom? Enter the lion pride—a model that teaches us how to focus on high-value customers, or “zebras,” while avoiding low-value ones, like “pigs” or “warthogs.”

What’s Zebra Planning All About?

Picture a lion pride on the African savanna. Every member has a role: the senior male ensures security, the lionesses plan and execute hunts, and the cubs represent succession planning. But here’s the key: lions don’t waste time chasing warthogs with low conversion rates. Instead, they focus on zebras—large, valuable prey that offers high returns with minimal risk.

In business, your zebras are high-value customers who align perfectly with your organisation’s goals. To identify them, you’ll need to consider factors like turnover, scale, fit, change readiness, and mindset. A growth mindset (based on Carol Dweck’s model) is particularly crucial—it signals openness to new ideas and collaboration.

Why Does It Matter?

Just like lions can’t afford to waste energy on low-value prey, businesses can’t afford to invest resources in customers who aren’t a good fit. Zebra planning helps you segment your audience and focus on those who truly matter—ensuring your marketing and sales efforts hit the mark.

So, ask yourself: are you chasing zebras or pigs? It might be time to refine your criteria and double down on those stripes!

Need Help with your Business, Bookkeeping, Tax or SMSF requirements?

If you would like a little help, please get in touch with us for assistance. We can help with your business, bookkeeping, tax and SMSF requirements.

Is your business as profitable and efficient as it could be? Take 5 minutes to complete this free survey and uncover your top 3 strengths and top 3 improvement opportunities across 10 key business drivers. You’ll also see how your performance stacks up against global benchmarks. Start now to pinpoint where to focus for better results here.

Please also note that many of the comments in this publication are general in nature and anyone intending to apply the information to practical circumstances should seek professional advice to independently verify their interpretation and the information’s applicability to their particular circumstances. Should you have any further questions, please get in touch with us for assistance with your SMSF, business, bookkeeping and tax requirements. All rights reserved. Based on content from Mindshop, a trusted resource for business advisors worldwide. Liability Limited by a scheme approved under Professional Standards Legislation.