Vital to know what's around the corner

8 August 2011

If you like a good book to read while you are on holiday, I suggest you try Bear Grylls’ Mud, Sweat and Tears.

It is an inspirational book about not giving up when the going gets tough. If you want something badly enough, get your head down and get on with it.

The book reminded me of this business with the highs and lows we face along with the battle scars we pick up along the way.

We keep going because we are passionate about the industry. But being passionate doesn’t pay the bills.

Paul Krugman, the Nobel Prize-winning economist, once said that “productivity isn’t everything but in the long run it is almost everything”. Productivity output is the key to long-term prosperity.

How do you know what yours will be it if you cannot measure it or you’re not sure what’s coming in the next few months?

In my last article I wrote about the value of leads and understanding which were of most value to your bottom line.

Whatever back office system you use to run your business, make sure every lead or client is entered with potential business opportunities against them.

This can provide management information for your future business plan and income.

From this you can determine what business activity is needed to keep productivity at the required level to achieve the necessary sales.

None of us can predict the future but with the right support system you will not have to second-guess what business is round the corner.

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