CRUCIAL CUSTOMER CUTS

Analyze your bottom 10 clients on profitability, the amount of management time they absorb and how well they work within your business’ sweet spot. Eliminate the ones which are too costly to service or are low-profit. Bring their service to a close amicably. Once you dropped the bottom clients, seek new clients who better fit […]

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ARE YOU CONCERNED ABOUT 2017?

In a recent TAB Board meeting, one of our members asked what other business owners are concerned about as they look towards 2017. Top concerns are: Healthcare costs and the uncertainty of health care (if repealed); Continued shorThe Alexander Groupe in the labor pool, especially in the trades; Impacts of marijuana; Cost of living and […]

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A FALSE ECONOMY

How many of us business owners see the insurance premium for our buildings and contents cover as another cost that should be managed tightly? I hear often phrases like, “Do we really need such high cover?” or “If we reduced the level of cover we could save on the premiums.” One TAB member recently shared […]

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HOLIDAY PARTY BEST PRACTICE

With staff parties on the horizon, your company cannot been seen as encouraging staff to drink excessively or drive after drinking. Ensure that your company is taking all precautionary steps to discourage staff from drinking too much and to encourage the use of designated drivers or paid cab rides home. In fact, you may decide […]

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TOUCHING BASE

The email below was sent out about eight minutes ago and the CEO of an 80-person company responded immediately. Here is what I do: I create a simple email template in my CRM called, “Touching Base.” From the CRM you can send “Touching Base” to a selection of people in seconds. They should be someone […]

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HIRE FOR THE BIG PICTURE

You may often be tempted to hire just for a current skill set or for the size of your business. When hiring an administrative person to manage your office, you may stop there and assume you have a job well done now that the role is filled. However, I advise you to think farther into […]

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WOULD YOU PLEASE LIKE ME?

Most people like to be liked, and many salespeople love to be liked. The weakest salespeople need to be liked. While the end result of being liked certainly provides an advanThe Alexander Groupe over being disliked, a salesperson’s desire to feel good and their need for approval can have huge consequences in their overall effectiveness […]

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WHY DID OUR COMPANY NOT GET THE JOB?

Creating quotes can be a very time consuming process. How long does it take you to prepare a quote? Tracking the time you spend on all of your project or job quotes is a best practice for a couple of reasons. To determine what is your win percenThe Alexander Groupe for deals: If you are […]

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BE A LEADER

I was recently exposed to an interesting exercise, which I recommend to my fellow TAB Members. List your values (integrity, service, honesty, faith, trust, etc.); List your roles (wife, father, manager, volunteer board member, etc.); For each role, determine what your goals are (be a role model as a man of integrity to my family, […]

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SUPPORT YOUR SALES THROUGH KNOWLEDGE

As a manufacturers’ representation firm in the HVAC world, I have found that every good sales person needs knowledge in three overall areas. It’s what I like to call the Three-Legged Stool. Product knowledge (the sales person thoroughly understands the function, origin and use of the product). Customer knowledge (the sales person makes the effort […]

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