Hard/Easy, Obvious/Not Obvious
What do you do when you have exhausted the obvious, easy things to do to improve the performance of a business? You start on the obvious more difficult things. But stop, there may be a better way. There’s also the category of easy but less obvious.
Obvious but hard would include things like: “improve profitability in a telecoms company by increasing prices to large corporate customers who have multiplicity of choices.”
The less obvious but easier action would be “improve profitability in a telecoms company by identifying those customers who lose money, and dealing with them.” Cable and Wireless did this; they found that 80% of their customers were unprofitable. Took rather more thought, but came up with action which was much, much easier.
This is the theme of my new book, Business Remastered. If you would like a copy, click here.
