80% of your sales and profit probably come from 20% of your customers...find, develop and keep your A customers.  Business leads come from various sources: word of mouth, your website, LinkedIn, Facebook, referrals, cold calls, networking with other businesses and organizations, festivals and fairs. Prioritize those leads to maximize sales and your use of time.

• List and categorize leads into A, B, C priority...follow up with the A's immediately, the B's soon, C's when you have time.

• Build the business with A's and B's. The C's can use up your time with minimal return.

• Your time is your most valuable asset. Use your time to create sales and profit, not conversation.

• Qualifying the lead. depends on the business. Qualifiers include: sales potential of the lead... location of the lead's business (Is the business in your trade area? If you go outside, the cost of doing business could be greater than the revenue)... the type of product or service they want to purchase (Is it a profitable or just a marginal product?).

Develop a list of new leads (prospects).

• Get a map, drive the area, write down the contact information, use your GPS categories to search Yellow pages with a search of the business category of your interest.  

• Then categorize into A, B, C priority. Follow up with the A's immediately, the B's soon, C's when you have time. 

Use your current customer list or create one from your invoices or customer contact program. Categorize into A, B, C priority

• Pay a lot of attention to your A's. Call, email, visit, bring a gift

• Work on turning the B's into A's. Call, email, visit, offer an incentive

• Interact with the C's when you have time. 

You don't want to lose an A customer, and the C could be costing you money by using up your most valuable asset --your time.  

Writing A Business Plan 

Managing Cash Flow 

Bob was raised in west suburban Villa Park, an only child to parents that both pursued careers close to home. As a facility manager, Bob's dad had mechanical propensities that he passed on to his son, such as the gift of being able to take apart and fix anything from cars to plumbing, skills he retains today.

At age 12, Bob caught the eye of Dick Portillo, of "The Dog House" fame, and went on to work closely with Dick over the next 15 years, eventually supervising and managing several locations during the formative years of what is now, fifty years later, The Portillo Restaurant Group.  While a student at Willowbrook High School, Bob was an integral team member of Illinois' entry into Chrysler Plymouth's renowned National Troubleshooting Contest with the Finals held in Indianapolis. Team Illinois took 2^nd Place nationally that year, which counts among Bob's favorite memories and achievements as a youth. During that same period, Bob began dating Dawn, the best friend of Bob's junior high sweetheart. After courting several years, they married and their union is now in its 5^th decade.

Bob pursued his college studies at College of Dupage (AS-Industrial Technology) and Northern Illinois University where he earned a BS in Engineering. His work experience at Wire Cloth Products enabled him to develop processes and designs for which he was awarded several patents, a terrific learning experience at that stage in his career. His initiative was not rewarded with tremendous riches, however, in fact the company failed to pay Bob the $1.00 it owed him for the patents that were in his name. 

In 1985, Packaging Corporation of America (Pactiv) called, and Bob again distinguished himself as an Engineering Manager responsible for developing innovative food containers, which also led to the granting of several patents in plastic and foil packaging, several of which are still in widespread use. While with Pactiv, Bob earned an MBA at DePaul in Human Resources and Operations Management. 

In 1997, Bob joined Illinois Tool Works (ITW) and over his 15 year tenure with ITW managed businesses that enabled him to flourish in ITW's entrepreneurial culture, starting new business divisions in Spain, Brazil, United Kingdom and the United States. In 2005, Bob was promoted to a position within ITW that allowed him to collaborate with other senior managers in forming the company's "80/20" business philosophy training program. The 80/20 business approach, when properly executed, leads to maximum efficiencies and profitable, controllable business growth. Bob enjoyed this career phase at ITW, teaching principles he believed in and had a personal role in developing. Today the 80/20 philosophy is required curriculum for the company's 65,000 employees worldwide, and is offered in five languages.

Along the way, Bob has given back to his community by organizing a youth football league and serving on Planning Commissions and School Boards in Glendale Heights. He also has served on the Junior Achievement Board of Directors and currently works with Northern Illinois University students as a mentor and business advisor. Bob and Dawn's two children have thus far produced six grandchildren, four in Florida and two closer by in Batavia. Relaxation comes in the form of many things outdoors, such as yard work, bicycling, walking, etc. Bob and Dawn have resided in the western suburbs of Chicago for over 30 years.

Bob's 40 plus years of diverse business experience make him uniquely qualified to provide resources and counsel to maximize the success of existing and emerging small businesses. He can be reached at (630)293-0275 or r.hitchcock7395@comcast.net.

  

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