Get rid of a customer and boost your profit?   “How the hell can that work” you’re wondering?   “And this is coming from Brendan who’s always harping on about focussing on customers.”   No – I haven’t gone crazy.   And no – neither am I contradicting myself.   Let me illustrate with numbers.   Imagine you have annual revenue of €1,000,000. And imagine it’s producing a profit of €40,000.  It’s a low margin – but it’s on the right side of zero!   But wait – let’s dig a little deeper into this scenario. … Continue reading

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