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Philosophy - The Hierarchy of Greatness
Philosophy - The Hierarchy of Greatness
Your business needs to be:
1) Great at identifying long-term profitable business, both within your book and new business to bring on.
2) Good at planning and executing against your goals. You get more bang for the buck with more profitable business relative to planning and executing.
3) Ok at operations and service. Strange as this may seem, it's all relative. Again, as long as you bring on the best clients, you only have to make sure you keep them; you have to understand their expectations and barely exceed them. Incremental dollars should be spent on acquiring more profitable business.
This hierarchy of greatness may be intuitively backwards for many, but if you think about the truly great companies (continuously great), this is their hierarchy. Every company that focuses on operational excellence or customer service excellence is stagnant and uninspiring.
Are you struggling to take your company to the next level? Have your profits plateaued? There is no big mystery or secret - your best customers are at least 3X more profitable than your worst ones. Most CEOs actually already know this, but are simply stuck in the wrong paradigm, and don't have the framework for changing it. Or worse, they are stuck in the day-to-day, crisis management mode where the squeakiest wheel gets the grease, rather than have the discipline to adhere to a well thought-out strategy. Sound familiar? The purpose of this book is to get you as CEO and / or Owner of a small to medium size business to think differently about how to grow: focusing on where you make the most profit. Service is important, just not as important as most people think (or talk about). Learn about the Hierarchy of Greatness and take your business (and profits) to the next level!
Top Line Management Consulting Inc., an Ontario Corporation
info@tlmc.ca
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