On this episode of ClearTalk, Joel Harris, is joined by Tim Archambault to discuss three strategies for integrators to increase business profitability.
Increasing profits is a top consideration for all integrators. Prior to joining Solutions360, Tim has worked in a variety of capacities in the integration industry, from data analyst to operations management to sales management. We are thrilled to have him on the podcast to share his expertise and proven methods to increase profits.
1. Buy more effectively
It is more important than every to get the best deal possible from suppliers and cut waste throughout your company.
2. Boost productivity
Before you can boost productivity, you have to be able to measure it. It is important to determine the right KPIs that give you visibility into productivity, and then you have a baseline to measure against and monitor progress. What gets measured, gets managed.
3. Find your best customers and sell them more
The best account executive will be even more effective if they don’t work alone. It is a fascinating story how Tim was able to triple the size of a key customer account by creating a team with a sales engineer, a project manager and customer service working together with the account executive to support that customer.
Instead of having one gatekeeper with all the knowledge of that customer, a full team worked to truly understand the core business of that customer. This gave them a foot in the door, which opened more opportunities, and ultimately tripled the revenue from that customer.
To paraphrase Zig Ziglar, everyone is in sales. Maybe you don’t hold the title of salesperson, but if you deal with customers, you are in sales.
Listen to the full episode to find out how Tim put these strategies to increase business profitability into practice.