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Businesses should focus on valuable customers.

Publication: Making it Work
Publication Date: 13-FEB-01 		Format: Online
Delivery: Immediate Online Access

Article Excerpt
All customers are not created equal. Unfortunately, many businesses treat all customers equally, with frustrating, if not disastrous, results. An associate of mine is fond of saying that "businesses are trying to be all things to all people at any cost." Talented, well meaning business people find themselves on a treadmill chasing after any and all business to hit their sales targets. Their endless quest for volume leads them to lose focus on their most valuable customers, leading to further shortfalls, and more treadmill activity. How can you break the cycle? Here are four steps to get off of the volume treadmill.

1. Know Your Marketplace: Take a few minutes with a pad and pencil, or...

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