Tag: Unprofitable clients

You’re forecasting your new business revenues for the next financial year. You’re trying to imagine what that looks like in terms of actual new clients. You assign some sort of quantity of new clients – and what ballpark revenue they might bring in – to the detail of the forecast. Then you double it, add some, pick…

New business Sales

One of the first things I learnt is that businesses often start focusing on acquiring new business far too late. Don’t wait till it’s an emergency. Too late is when one client is responsible for over 50% – or even over 75% – of your total revenue, and after years of plain…

New business Sales