|Your Profitable Growth Newsletter
Letter From The
Editor: Go Ahead, Try Buying From
As hard as business is, why
do some of your suppliers act like they're disgruntled TSA
workers giving you a "pat-down" just for trying to do
business with them? Whether it's your delivery, raw
material or purchased services, we've all had vendors who just
won't let us:
- Buy more for a better price
- Pay faster for a discount
- Commit longer for a predictable service
can so many firms still have such big blind spots? Is
there any way your firm is making it too hard to buy from?
- Can your salespeople easily sell everything your
- Will your customer service group resolve all the issues
a buyer raises?
- Do your account managers offer many ways for customers
to buy more from you?
In total frustration, we've all
just given up and stopped buying from a company. How can
you be sure your customers don't do this to you?
for three ways to ensure no buyer ever gives
up on you.
To your profitable growth!
Investing in Customers vs. Investing
should you spend on each and why? Learn three
steps of deciding which is right for
Shout Out for Marilyn Landis of Basic Business Concepts:
"If cash is King then Marilyn Landis,
owner of Basic Business Concepts, Inc.,
"Queen." In addition to teaching scores of owners to
control their cash
and credit to strengthen their
businesses, Marilyn Landis has advised the US
government and national media on what small
business needs. If her hands-on, down to earth
approach to small business cash management could help
your business thrive, visit her website or connect with her
| DIY, DIWM,
it's painful watching another small business struggle as
the economy rebounds. It's torture if it's
yours. Why won't your customers buy from you when
they are increasing their spending with
others? When will they realize that
imitating your value, products or services "in-house" is
penny wise and pound foolish?
economy may be recovering but not in the same way.
Most of the buyers I've interviewed for my clients are
buying again but with new criteria. Instead of
reverting to their old ways they are pursuing total cost
of any solution and if they believe they can do it
themselves, they will. So instead of fighting
against the tide, why not accommodate your buyers and
get them to pay you for doing so?
are three ways CLICK HERE TO
Your Demand Down, or Your Distribution
many firms, happy days are not here again. If your
sales haven't grown past 2007 levels, it's not useful to
keep blaming the recession. Your service may be
great, your sales people proactive, and your marketing
on-message, but if you aren't seeing results, something
is wrong. Here are some examples:
didn't they grow? What are they missing? Is
their demand down or their distribution dying?
Knowing whether your firm has a demand problem or a
distribution problem is critical because the solutions
are so different. CLICK HERE to learn
mortgage originator survives the market crash only to
watch sales trickle back while competitors report
double digit increases
search firm transitions to temporary placements to
combat the jobless recovery but doesn't grow
proportionately as their clients' overall hiring
old-line construction firm's new "green projects
group" gets little traction while new firms grow
Who Have You Helped in Western PA, Andy?
"Andy consulted for Jamestown Coatings in
Jamestown PA from 2007-8 and helped us refocus on new markets
and implement a growth succession plan. Andy's strength
is in getting business owners to focus on what they do
uniquely well and then position their company in markets who
value the company's expertise.
When we were
checking his references, we found that while all of his
clients spoke well of his results, some found working with
Andy less fun than others. After working with him for
the better part of a year, I know why. Andy is
profoundly honest. He will tell clients what they need
to hear, not what they want to hear. Most small business
owners are lacking this honest feedback. Some of the
better peer groups or a good board of directors and/or
advisors can provide this feedback, but most small business
owners don't have these in place.
I can't say that I
implemented all of Andy's advice - but most of it was spot
on. And all of it was insightful. He certainly
helped us challenge some of our core assumptions and the way
we approach markets now is more effective than before we met
Andy. Since then, our company has increased its
profitability and is on a clear path of sustainable
I measure a consultant's value in two ways. 1.
Are we a better company after the engagement than prior to
it? In Andy's case, we certainly are. 2. Would I
recommend the consultant's work to a colleague? In
Andy's case, that depends on how receptive a business owner
would be to constructive criticism. If you're serious
about making the difficult changes necessary to grow your
business, then I'd highly recommend
Contact Andy Birol by email or call