Things got behind in production and we’re trying to catch up. Can you give us any suggestions?
Thoughts of the Day: There are lots of contributors to backlog. Check on re-do’s and inventory. Take a look at which equipment is the most behind. Look for efficiencies. Build a realistic production plan. Assign staff to talk to customers.
Continue reading “Fixing Production Delays”
We’re trying to figure out how much our people can produce without going to another shift or farming work out to someone else. We have no clue whether it makes sense to hire more production people, or if we do add people, what kinds of people to add.
Thoughts of the Day: Don’t waste potential guessing how to increase capacity, when simple math will yield concrete answers. Start with figuring out how much your firm can realistically produce under current conditions. Then look for production limitations to fix and efficiency and sales opportunities to capitalize on.
Continue reading “Figuring Out Capacity”
We’re hitting our numbers in terms of new sales, but we’re still off in overall revenue and profit forecast. We’re trying to figure out what’s working and what’s not working. Is it mix? If the mix is OK, maybe our forecast was off? What about the time it takes to ramp up and show results?
THOUGHTS OF THE DAY: Delivering according to plan can be complicated. Coming up with a plan that makes sense can be just as challenging. Look at the puzzle from multiple points of view. Take a critical look at the timing of income and expenses.
Continue reading “Figuring Out If We’re Having An OK Year”
The partner we thought we had has turned out not to be a true partner. We feel like they went behind our backs and directly approached our customers and our employees. This, after they’d agreed to keep hands-off.
Thoughts of the day: How much do you have in common with your partner candidates? What do you have in writing to document your agreements? Check backgrounds before starting work. If a deal sounds too good to be true, it probably is. Get everything in order up-front.
Continue reading “How to make a partnership work”
When it comes to selling, I’m figuring out that I have to think like a detective and not a typical salesperson. Do you have any suggestions on how to best do that?
THOUGHTS OF THE DAY: Decide on who is your best customer, then go get more of them. Work through a list of best customer suspects. Figure out where your targets hang out. Find out if you really are talking to qualified suspects. Have a way to circle back to the suspects who don’t seem to fit initially. Get prospects to turn themselves into clients.
Continue reading “Think like a detective when it comes to sales”