Transitioning Your Worst Customers to High-Margin Products and Services
In Chapter 5, we grouped your products and services into three areas:
• Those products and/or services with strong margins that we will keep offering and want to grow
• Those products and services with weaker margins but with an opportunity to improve those margins
• Those products and services with weak or no margins that we need to stop offering
We discussed what to do with the third group; now let us talk about how to capitalize on the first group—those products and services with strong margins where we want to grow. Again, we start with your existing customers and ask the question, “How can we transition our worst customers to these products and ...
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