Choose the Right Customers
“You can’t be all things to all people. Back in the day I thought that ANY customer was worth bringing on — even if they didn’t exactly fit our picture of a perfect customer for us. We were willing to make exceptions, design one-off service plans, ignore our core value proposition all in the race to add revenue. This turned out to be a horrible idea – the customers who aren’t a fit and whose needs don’t match up with what you do uniquely – they overrun your organization, make incredible demands, stress your people and generally cause havoc. It wasn’t until we narrowed our focus and started being picky about the customers we took on were we able to start gaining traction and delivering on our mission.”
—Eric Hobbs, CEO, Technology Associates
“You can’t be all things to all people. Back in the day I thought that ANY customer was worth bringing on — even if they didn’t exactly fit our picture of a perfect customer for us. We were willing to make exceptions, design one-off service plans, ignore our core value proposition all in the race to add revenue. This turned out to be a horrible idea – the customers who aren’t a fit and whose needs don’t match up with what you do uniquely – they overrun your organization, make incredible demands, stress your people and generally cause havoc. It wasn’t until we narrowed our focus and started being picky about the customers we took on were we able to start gaining traction and delivering on our mission.”
—Eric Hobbs, CEO, Technology Associates
