Does it really matter?

Who actually cares?

Why aren’t the greedy people responsible being punished?

Why aren’t taxes and government spending being slashed to accommodate practical employment and business survival strategies?

When it’s all said and done, none of that stuff matters to you and me.

We are in the SME category and that means we just have to get on with it!

We have to get back to basics and that means asking our customers what is of most value to them and then working at how we can deliver, at a price they are willing to pay, that allows us to make a worthwhile profit.

We need to look at our most profitable products and services and our most profitable customers and continue adding value in those areas. Those products, services and customers that are not valuable need to be closely assessed and decisions need to be made.

Some of the questions that we need to ask are –

Can we afford them?

Can we convert them to being profitable?

Are we using consistent, meaningful and equal measures when make these assessments?

Then, once we have our answers, we need to act decisively but with care and courtesy. Every story has more than one side and it is a very brave supplier who makes a final decision on a customer, without leaving the door open for future re-engagement!

By Grant Hyman