Time is a valuable resource for any business, but it’s worth investing the time to find out which of your clients are likely to want your help. Here are some criteria that you can use for your segmentation:

• Employers with and without pension arrangements in place
• Multiple pension schemes
• Different joining approaches
• High staff turnover rates
• High versus low take-up rates
• Low versus high employer and employee contribution rates
• Employers using salary sacrifice
• Employers with and without robust employee records
• Employers with and without pension communication strategies in place
• Types of employee contracts that employers have, for example part-time employees, migrant employees or full-time employees
• Contract versus occupational pension schemes
• Employers without HR functions
• Large employers with limited pension administration resources

Next step.