It’s a phrase I use too often with clients but it is still very powerful. Too many businesses work on the basis of “here’s the solution, what’s the problem?” Good businesses know their customers well and understand what they really need, and effective businesses sell what their customers need. The…
Top line income, be it sales or salary is meaningless, it’s not what you make, it’s what you keep. Effective businesses and individuals are not interested in sales figures or gross income but in net income after tax. Looking at top line figures is just plain silly. Which would you…
I was recently speaking with a group of bankers and it got me thinking – why do they measure success by sales? Over the last few years most of the banks have reduced dramatically the help and support they give to small and medium sized enterprises. The service you get…