What is this thing called 9Stucks?
9Stucks is a dynamic business diagnostic tool. It identifies nine distinct yet interrelated business challenges that cause a company to underperform.

Stuck in the Rough: Is Your Company Overgrown With Weeds?

Growth is great, but not when unchecked growth sprouts weeds in your company’s halls, cubicles and production space.

I recently worked with the CEO (Rob) of a company (ServiceCo) that provides outsourced business transaction services to large corporations.  Rob should have been ecstatic with his record level order backlog.  Carefree, happy days were ahead!

But Rob wasn’t happy. He was pretty glum and for good reason. Two factors created the huge backlog:

  1. lots of new orders (great)
  2. the company’s collection of clogged operational practices worked against timely order completion/shipping. It was taking forever to get an order out (not great).

ServiceCo was infested with weeds; they were Stuck in the Rough. Why?

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What is this thing called 9Stucks?
9Stucks is a dynamic business diagnostic tool. It identifies nine distinct yet interrelated business challenges that cause a company to underperform.

Stuck in a Rut: Is It Time to Fire Your Customers?

“You want me to fire some customers and give up hard-earned revenue!

What kind of advice is that?”

That’s what Steve, the CEO of one of my ‘stuck’ client companies said to me when I urged them to get rid of some long-time customers.

Less can be more. Don’t be Stuck in a Rut.

A company should ‘fire’ individual customers, groups of customers or entire product lines when the customers:

  1. have become marginally profitable or are in negative profit territory
  2. cause support costs to spike
  3. inflict a never ending sales cycle on your people
  4. unleash unreasonable demands (pricing, process, delivery) on the business
  5. have become entrenched in a dying segment of the industry

Why not fire them and give these ‘bad’ customers to your competitors?

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