Running a business.
It takes grit, persistence. And foresight.
And there are times when when we are pushed to the limits – especially on the first two!
Several years ago one of my clients suffered a major setback: more than $1.5 million dollars drop
That happened because they lost ONE customer. That customer alone was responsible for 40 percent
of their revenues.
Client struggled through some very difficult times – almost went out of business.
What saved them? Grit. Determination. And the rest of their customers.
Important lesson learned
They learned just how important those small customers were.
Just as important,they learned that loosing one small account wouldn’t create the “earthquake” in the budget like
the big account did.
True, the revenue they brought in didn’t compare to the larger amounts brought by the big customer.
Their smaller customers kept the business alive.
And they were just as important as the large customer.
The recipe for success
It’s great to go after that “big catch” account. It brings higher revenues.
Sometime comes in with the prestige and accolades.
It’s also important not to lose sight of the big picture.
Along with big accounts make room for small, “bread and butter” accounts.
Strive to have have a good mix. A combination of both, big and small accounts.
It’s good for business.
And it’s smart.
Plus, as my client would tell you, it makes for a much better night sleep.
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