Keys to Successful Businesses Flagstaff AZ

Salespeople typically rate their customers by at least four crucial factors: profitability, stability, vulnerability and potential for future business. Let’s look more closely at how you rate clients on each of those factors.

Antifreeze Environmental Service
(520) 796-1051
6760 W Allison Rd
Chandler, AZ
 
Blake Information Solutions, Inc.
623-505-4888 x 109
13540 W Camino Del Sol
Sun City West, AZ
 
Concept Factory
(480) 649-3400
1116 E Greenway St
Mesa, AZ
 
SGT Worldwide
(832) 563-1342
1255 W. Baseline Rd Building C
Mesa, AZ
 
Bluechip Computers
(520) 514-1024
5632 E Broadway Blvd
Tucson, AZ
 
Direct Marketing Associates
(480) 634-5153
1467 W Elliot Rd
Gilbert, AZ
 
Arizona Consulting and Counseling Services
(480) 732-0011
283 N Arizona Ave
Chandler, AZ
 
Concept to Print
(480) 497-0807
1920 E Rawhide St
Gilbert, AZ
 
Solutions Consulting Group
(480) 425-5881
6220 E Thomas RD
Scottsdale, AZ
 
Natalie Hartman Schreyer & Associates
(480) 926-7995
1295 N Ash St
Gilbert, AZ
 

Keys to Successful Businesses

Salespeople typically rate their customers by at least four crucial factors: profitability, stability, vulnerability and potential for future business. Let’s look more closely at how you rate clients on each of those factors:

  • Profitability. This is by far the most critical factor because it ultimately determines the profitability of your business. To be really useful, this criterion needs to give you feedback on exactly how profitable a particular client is on a monthly, weekly or even a daily basis. You need to be able to determine if any project you are working on for any of your clients is profitable. That’s why it’s so vital to know your overhead costs.

You need to know which clients are most profitable, which clients are least profitable and which clients you are losing money on. For example, an A-rated client would be very profitable; a B-rated client would be about average, a C client would be below average, and a D client is currently unprofitable.

The challenge would be to upgrade the Cs and Ds to become Bs and As. That can be done by either improving your efficiency in serving them, or by charging them more money or a combination of those factors. If you can’t do one of those three things, it’s best to try to cultivate new clients to replace them. But don’t be too hasty...

  • Stability. A steady client who is slightly below average might be more valuable than a one-shot client that is rated B, or even A in immediate profitability. For example, I’ve had some clients for more than 20 years. Those are bread-and-butter accounts who help you meet basic expenses and smooth out the times when business is slow. So it’s a good idea to consider just how stable each of your clients is. Obviously, clients who are rated A or B on your stability scale would be more valuable than those that are rated C or D.

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