When the economy is powerful companies target business development. When the economy is puny those self same firms fret about survival. Why is that? In this piece I would like to share some ideas about what you can do to make certain your business is always growth centered instead of survival centered. First, we have got to explore why and how your business shifts into survival mode. Most companies “find” themselves in survival mode because their sales surprisingly slow or, worse yet, come to a sudden stop.

Your business has not modified and neither has what you are selling, so why all of a sudden is it so tough to sell. The solution to restoring your sales is in your business. The root of your present poor sales is outside your business. You see when sales all of a sudden fall off there’s a reason for that. The rational is a change in the market made by a change in your buyers wants. Continue reading →