The 2020 Mid-Year Economic Update_long

Making Money with Small Customers

There is often a perception in sales that the smallest accounts are not worth the time and effort to obtain the small amount of sales they provide. But a shift in how these customers are served can result in a significant improvement to the bottom line.

This article includes:

  • Three approaches for increasing revenue and margin while reducing cost with smaller customers
  • How to identify greater opportunity with existing customers
  • How to improve pricing strategy with small customers

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  • Redefining Competitive Advantage
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  • Commentary: What Makes Your Company Stand Out?
SmallCustomers

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