Keys to Successful Businesses Utica 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.

Ulster Rocks, Inc.
(845) 658-7610
PO Box 652
Stone Ridge, NY
 
Rich and Bander, LLP
(646) 843-9913
15 W. 28th St Ste 7A
New York, NY
Hours
Monday - Saturday, 7:30am to 7:30pm

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PBN Consulting, LLC
(718) 703-1425
271 Parkside Ave
Brooklyn, NY
 
Bibi Lighting
(718) 787-1420
1716 Avenue M
Brooklyn, NY

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Process Improvement for Non-Profits
(607) 684-8981
2744 Goff Rd
Corning, NY
 
Premium Hosting Inc
(718) 472-0326
4801 38TH St
Long Island City, NY

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Shinda Management
(718) 262-9167
11018 Sutphin Blvd
Jamaica, NY

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Multinational Strategies
(212) 674-2677
30 5TH Ave Ste 11G
New York, NY

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Imagine That Design Inc
(212) 228-2128
299 E 10TH St
New York, NY

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Career Partners International/RW Caldwell Associates, Inc.
(716) 632-7662
330 Harris Hill Rd.
Buffalo, 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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