More and better
A friend who runs his own service business recently did an analysis of his customers. He found that those with annual revenues of less than $30 million fought him on price, paid late, or generally were a bit more difficult to deal with. Not because they weren’t good people; not because their businesses were failing; not because they didn’t offer fabulous products or services. So what was the problem?
Seth Godin’s recent post, More Perfect, offers a possible answer–one does best by preaching to the converted and improving the perfect.
So…work with businesses that are successful. Work with businesses with a track record of valuing your product or service.
Exactly how you pin that down, other than looking at financials, is more an art than a science. Isn’t it?