When trying
to boost the bottom line, there are 2 obvious courses of action; reduce
operating costs and increase revenue. If you’re the FD you’ll probably aim for both.
The
decision by the new CEO of Anglo American (one of the world's largest
diversified mining and natural resource groups), to sell the company’s $30 million corporate jet is not merely
showboating but an example of the new sense of realism in the corporate sector.
There is a
new wave of executives hired in recent months to slash spending and sell assets
after years of profligacy at the world’s top companies.
As to generating revenue, the Sales Director only has one shot in his/her
armoury namely increase sales. Sales targets can always be raised but a sense
of commercial realism also needs to be applied.
If you are marketing a totally unique product or service the task is
easier but for the most part there are many companies offering a similar range
of products in a broadly similar price range.
As such for most companies it is about getting back to the basics –
ensuring orders are processed efficiently and in a timely fashion. Following up
on customer satisfaction, in short providing what in old fashioned terms was
called “service”.
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