Keys to Successful Businesses Watertown 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.

Town & Country Property Management, Inc.
(845) 462-2270
3 Neptune Road, Suite A19A
Poughkeepsie, NY
 
Professional Alternative
(718) 767-6565
1434 150TH St
Flushing, NY

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Culinary Arts Specialties, Inc.
(716) 656-8943
2268 Union Rd.
Cheektowaga, NY
 
Idiverp Corporation
(845) 256-9039
16 High Pasture Road
New Paltz, NY
 
Art Brown Consulting
(917) 916-3229
167 Carroll St
Brooklyn, NY

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Partner On-Call Network
(716) 332-6152
1207 Delaware Ave., Ste 423
Buffalo, NY
 
Aminach
(718) 332-5012
2252 E 17th St
Brooklyn, NY
 
Gilula Associate Inc
(212) 353-0244
451 W Broadway
New York, NY

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Design Collaborative
(212) 741-1204
105 Charles St
New York, NY

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Science Tech. Transfer & Economic Outreach
(716) 636-2568
1576 Sweet Home Rd., Ste. 107
Amherst, 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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