Happy New Year and Welcome to the First
Edition of the Background Buzz Insider for 2009.
This edition is sponsored by Liberty Alliance
Background Screening. Be sure to read the article ‘Survive
the Recession’ by Michael Neidle, President of Optimal Management,
which appears in the January 2009 edition of SI Review. It is
one of the best I have seen that gives specific advice for what
you can do to not simply try to ‘weather the storm,’
but more importantly how to go on the offensive to maintain your
profitability.
Thanks for
your continued support and we look forward to communicating with
you throughout 2009.
Editor, The
Background Buzz Insider
Survive the Recession, SI Review January 2009
How the Current Economic Crisis Might Impact Staffing
Client and Customer Relations. Your survival depends on being
profitable, and everything starts with sales. So we have broken
out revenue into four groups:
· Key Clients, where you have a strong
relationship and do a lot of business
· Other Clients, where strong relations
exist, but where you do limited volume
· Key Customers, where sales are good,
but it's all about price and you are just another vendor
· Other Customers, where sales are low
and you are just another vendor
If there was ever a time to get close to these groups it is now.
Your priority should be to lock in your Key Clients, then maximize
your volume with your Other Clients, then find out what is needed
to convert your Key Customers into Key Clients and lastly to increase
your business with your Other Customers. Remember your competitors
are likely doing everything they can to woo them away from you,
and a good defense is the best offense. Get to know their key
decision makers and their hot buttons. Find out what they are
thinking by spending quality time with them in an informal setting
to lower communications barriers. Find out how you can help them.
New account penetration. While you are defending
your flanks you need to proactively pursue new business to take
accounts away from our competitors, who will jealously be defending
their customer base in a down economy.
To Read This Article And See A Sample Of Some Of The Questions
You Might Ask And Issues You Might Address To Get Closer To You
Clients And Customers As Well As Several Main Elements To Successfully
Penetrate New Accounts Go To: http://www.staffingindustry.com/ME2/dirmod.asp?sid=9B6FFC446FF7486981EA3C0C3CCE4943
&nm=&type=MultiPublishing&mod=PublishingTitles&mid=6EECC0FE471F4CA995CE2A3E9A8E
4207&tier=4&id=F43DD22D7E65451E91854FA1E5EEB132
Issue Date:
Staffing Industry Review Magazine
January 2009 Issue, Posted On: 1/5/2009
Survive the Recession, SI Review January 2009
How the Current Economic Crisis Might Impact Staffing Inc.
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