The Random Thought Generator (RTG)

With the recession in full tilt, businesses are imploding everyday. But implosion has some positives. Dilapidated systems, out of date process, unsafe business practices get updated and values recover. Improvements come out of the dust and rubble with planning and appropriate reactions to the current state. 

Have you watched any of your customers' business implode? If you've been paying attention, you know the reasons businesses are failing.

A key opportunity for these times is to identify how and where we can help our customers through what may be the most difficult challenges they have ever faced. Before you or your sales force next call on that valued customer you want to keep, ask yourself (and answer) these questions:

• Specifically, what business challenge is hurting your customer?  (“The recession” is not a specific-enough answer.)
• How would you counsel the leaders in the organization to take a different path?
• What is threatening the leaders of the organization?
• How would your service help minimize or eliminate these threats?
• What are the long term benefits?
• How can your customer implement your service and realize benefits quickly?