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Systematically Getting More From Your Customers

Welcome to this week’s Profit Tip where we bring you real-world ways to Build-Grow-Manage-Profit from your business. My goal is that you earn at least $1,000 an hour for every hour you spend learning and applying our profit strategies.

Years back I acquired a company that was co-managed by two fascinating entrepreneurs, Jessie and Rohit. While we were over-focused on getting new clients, they were focused on first maximizing the revenue of every client. Their goal was to fill every client need they were qualified to fill. And the results spoke for themselves. They were by far the most profitable division we had, and this fact caused me to pay close attention.

You see, they learned that getting new clients was extremely difficult in the competitive arena of technology. They also learned that they could penetrate deeply and expand into many more opportunities within these same clients, building stronger relationships, had more opportunities and actually became harder to replace.

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