You’re looking for more business. The bad news is, so is everyone else in the world. the good news is, you have a plan. At least you will after reading this.
Evaluate the makeup of your best customers. Things to consider:
market position- revenue size of organization
- number of employees
- market type
- technology platform
- competitive strategy
- core business challenge
- opportunity size
- core product penetration
- level of support needed
- referral or reference potential
- industry fit.
What common factors do they share? What trends do you see emerging?
Develop your own set of custom criteria, get internal buy-in for the list, and prioritize by overall value to your business. Go do this! Now!
– Lisa Dennis
