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The Urgent vs. the Important, Part Three |
Here's something that can quickly make your days more efficient and productive, and is applicable to all business developers:
Print out your customer list or have someone do it for you.
Now, being completely honest, rank them according to this rating scale:
A - I get regular, recurring revenue from this client. He/she welcomes my guidance, appreciates my value, and is willing to introduce me to others who could use my company's products and services.
B - I derive good revenue from this client, and am either in the process of turning him/her into an A client by developing the account or by enabling them to provide referrals or qualified introductions.
C - This client takes a lot of my time, often doesn't appreciate my offering, produces little income, and either tends to shop on price or makes buying decisions that are not in the best interests of both you and your client.
You can probably anticipate what's coming next. Begin to eliminate the C's, either through abandonment, attrition, or by transferring their accounts to someone else who might be better dealing with them. These C's often have urgent needs, but are not important to your career or your satisfaction.
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Dan Kusner
Chris Rasmussen
Next time, more about the Urgent vs. the Important.
Please take a minute and let me know how you're doing out there. How have these tips been helping you? |
