You can still increase revenue, expand margins, and successfully launch new products in challenging economic times.
, many organizations see challenging headwinds on the horizon. Even if companies aren’t feeling the economic pinch yet, they will be more skittish when it comes to spending when news cycles predict doom and gloom.
By getting involved earlier on, executives are uniquely positioned to expand business potential. Part of the distinct value they can bring is building bridges with senior-level leaders on the other side of the table who are frequently the ultimate decision makers. Obviously, executives won’t get involved in the early stages for every opportunity. But most companies have around a dozen opportunities in their pipeline that would make or break the year. Use executive leadership with the right prospects to make a huge difference on critical deals.negotiate too soon
I worked with the executives and sales team at a maintenance, repair, and operations supply company. They were pitching clips that hold auto parts as they move through the assembly line to an automotive manufacturing plant. They helped the buyer understand the dire consequences of going with the lowest-cost clips. Those cheaper clips could save them tens of thousands of dollars, but any time one of them broke, it could shut down their production line for hours at a time — at a cost of $1.
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