Keys to Successful Businesses Rochester NY

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.

Business Development Solutions
(585) 342-6510
189 N Water St Ste LL
Rochester, NY

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North Coast Advisors Inc
(585) 218-7370
625 Panorama Trl
Rochester, NY

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Yosels Energy Inc
(718) 758-4534
2159 57th St
Brooklyn, NY

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Rich Results, Inc.
(716) 909-9203
4796 East River Rd.
Grand Island, NY
 
Sharlene Goode Fundraising
(716) 378-8887
1 Washington Street
Ellicottville, NY

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Can Am Consultants Inc
(585) 777-4040
4 Commercial St Ste 200
Rochester, NY

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Aramark
(585) 305-5657
20 Sunset Hill
Rochester, NY
 
Town & Country Property Management, Inc.
(845) 462-2270
3 Neptune Road, Suite A19A
Poughkeepsie, NY
 
Flm Management
(718) 850-6071
10515 Jamaica Ave
Jamaica, NY

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Professional Alternative
(718) 767-6565
1434 150TH St
Flushing, NY

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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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