6. You’ll do anything to keep
them happy, even if it kills you
What if it’s unprofitable to
please this particular whim of
theirs?
The Ones You Mustn’t Lose
But…
10. So what happens with the rest,
do they just ignore them?
Why are your staff focussing on
them anyway?
But…
The Ones Your Staff Focus On
11. #5 The One Where Extra
Effort Brings Extra Return
12. What does return mean?
How many accounts can you
do this for – and at what cost
to your business and your
other customers?
But…
The Ones Where
Extra Effort Brings
Extra Return
14. Every industry has its loud
mouths – does that make them
more important?
Just how profitable do their
demands make them?
But…
The Ones Demanding More
15. #7 The Ones That Will Take Your
Business Where It Wants To Go
16. Could these be the best? Are
you certain? The future is
never clear.
Organisational plans change,
yours included
But…
The Ones That Will
Take Your Business
Where It Wants To
Go