Most of my clients are working harder than ever to make a buck.  Most are succeeding because they are willing to make tough decisions.  They are focused on the Three C’s:  Cost, Cash and Customers.  First, reduce overhead staffing that is not mission critical.  Most of my clients have let go some highly paid long term employees to address declining revenues.  They have found that this is not easy emotionally, but at the same time they have discovered that over the years many of these people have become very inefficient.  Second, maximize cash in the bank.  Cutting cost provides more CASH.  Using debt (lines of credit, equipment loans, and debt restructuring) provides more cash.  Minimizing capital renewal provides some more temporary cash.  Third, keeping customers and winning more work provides cash.  Do not scrimp on marketing efforts in a slowing market, ratchet them up a notch by focusing on the Four P’s:  

• Proposition – increase frequency of customer direct ads and contact with a simple Problem / Solution message.
• Pricing – be willing to take some reduction in gross margin on some work to get the work.
• Pipeline – manage the weekly sales activity calendar just as you do with your production crew work schedule.
• Process – get better at face to face interaction in the sales call – listen more than you talk and negotiate a decision one way or the other.

Contact us anytime to discuss these strategies kkehoe@earthlink.net or www.kehoe.biz

Thank you!
Kevin Kehoe
kkehoe@earthlink.net
WEBSITE:www.kehoe.biz