CHAPTER 12
Know Where You Really Make Money
“If a blind man leads a blind man, both will fall into a pit.”
—MATTHEW 15:13-14
Most companies do not truly know where or how they make money!
This may be a shocking statement, but upon reflection it should ring true. If your company is like many others, you know your overall costs, but you do not know your costs at a more granular and actionable level. You know how much overall profit you make, but you do not have a clear picture of your profitability by product or by customer. And like others, you probably have a strong belief that many things your company does, sells, or provides are in reality much more costly, and therefore less profitable, than your figures show.
And if this is the case, then ...
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