Keys to Successful Businesses Fresno CA

Salespeople typically rate their customers by at least four crucial factors: profitability, stability, vulnerability and potential for future business. Let’s look more closely at how you rate clients on each of those factors.

Multi Business Systems
(559) 222-7055
2350 E. Gettysburg
Fresno, CA
 
CLC Partnership
(559) 230-4446
3302 N Blackstone #221
Fresno, CA
 
Roeser, William E CPA CVA CFP
(559) 225-5200
6535 N Palm Ave Ste 104
Fresno, CA

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Everest CS
(888) 494-1327
438 E. Shaw Ave., #424
FRESNO, CA
 
Siegel & Co.
(559) 438-0733
1616 W. Shaw, Ste. A-1
Fresno, CA
 
Sol Development Associates, LLC
(559) 497-1900
906 N Street., Suite #100
Fresno, CA
 
Sol Development Assoc Llc
(559) 497-1900
906 N St
Fresno, CA

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Burgess/Smith Development Group/Commercial P
(559) 438-3912
5680 N Fresno #105
Fresno, CA
 
Alta Pacific Technologies Solutions
(559) 439-5700
1525 E. Shaw Ste 200
Fresno, CA
 
Reliable Raters
(559) 292-3444
4045 N Argyle Ave
Fresno, CA

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Keys to Successful Businesses

Salespeople typically rate their customers by at least four crucial factors: profitability, stability, vulnerability and potential for future business. Let’s look more closely at how you rate clients on each of those factors:

  • Profitability. This is by far the most critical factor because it ultimately determines the profitability of your business. To be really useful, this criterion needs to give you feedback on exactly how profitable a particular client is on a monthly, weekly or even a daily basis. You need to be able to determine if any project you are working on for any of your clients is profitable. That’s why it’s so vital to know your overhead costs.

You need to know which clients are most profitable, which clients are least profitable and which clients you are losing money on. For example, an A-rated client would be very profitable; a B-rated client would be about average, a C client would be below average, and a D client is currently unprofitable.

The challenge would be to upgrade the Cs and Ds to become Bs and As. That can be done by either improving your efficiency in serving them, or by charging them more money or a combination of those factors. If you can’t do one of those three things, it’s best to try to cultivate new clients to replace them. But don’t be too hasty...

  • Stability. A steady client who is slightly below average might be more valuable than a one-shot client that is rated B, or even A in immediate profitability. For example, I’ve had some clients for more than 20 years. Those are bread-and-butter accounts who help you meet basic expenses and smooth out the times when business is slow. So it’s a good idea to consider just how stable each of your clients is. Obviously, clients who are rated A or B on your stability scale would be more valuable than those that are rated C or D.

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