Tag Archives: sales

Good Customers Can Be Bad

When can good customers be bad? What could be wrong with a customer who buys a lot, pays promptly, and never has a service problem? They might be buying too much. No matter how strong or comfortable a sales relationship is, … Continue reading

Posted in Building Value, Customer Relations, Entrepreneurship, Exit Planning, Marketing and Sales, Sales, Selling a business, Strategy and Planning | Tagged , , , , , , , , , , , , , , , | 1 Comment

One Response to Good Customers Can Be Bad

  1. allen james says:

    exactly i was thinking a day ago when i faced this problem

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Employee Experience: Is Bigger Better?

Small businesses provide much of the initial employee experience. We take younger folks and teach them decent work habits like showing up every day, being on time, and working to deadlines. As owners, our personal skills may not be sufficient. We … Continue reading

Posted in Business Perspectives, John's Opinions, Leadership, Managing Employees, Strategy and Planning | Tagged , , , , , , , , , , , , , , , | Leave a comment

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Choosing Not to Maximize Profits

The other day, a client asked me to review some questions from an MBA student studying business ownership. One of the questions was “Are you doing everything possible to maximize profits?” I’ve seen the same question asked in a number … Continue reading

Posted in Business Perspectives, Customer Relations, Entrepreneurship, Incentives, Managing Employees, Marketing, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , | 2 Comments

2 Responses to Choosing Not to Maximize Profits

  1. Ed Pratesi says:

    John,

    I agree with your premise, what the question should be is “Are you maximizing value?”

    The very choices made by business owners include many of the above that lead not to short term profits but “hopefully” sustainable value.

  2. Frank Arnold says:

    John,

    Well said and of course there is the issue of reinvesting in the business for sustaining and growing profits, but over the long haul.

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The New Information Direction: Push Over Pull

Ever since we started using computers in virtually every business, we’ve been putting data into them. Unfortunately, the issue has been getting information back out. In the middle 1980’s I ran a manufacturing company together with a couple of Australians. They thought … Continue reading

Posted in Customer Relations, Entrepreneurship, Managing Employees, Marketing and Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , , , , | 1 Comment

One Response to The New Information Direction: Push Over Pull

  1. Mike Wright says:

    We built a company around this in the 90’S. What we need now is for the computer to tell the recipient of the information what they should do with it. Then we will have actionable information. Very Interesting!

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Help Your Friends, Not Your Competitors’

I hear it all too often. “A customer just called us for a quote. They have always done business with our competitor. We’re going to give them our best deal, and see if we can take their business.” Before you … Continue reading

Posted in Customer Relations, Entrepreneurship, Marketing and Sales, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , | Leave a comment

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