subject: Small Businesses Know Their Numbers Before Selling To Hospitals [print this page] One of the final steps in preparing a small business to begin a campaign to enter the hospital market place is knowing the numbers that are essential to succeed. These at the most foundational level are, how much do they need to sell to keep the doors open and the payroll covered, leads required to generate enough proposals, closing ratios and the profitability of the sequence of the products or services being delivered to the hospitals.
The starting point is the break-even point number to keep the core business overhead covered and the companies nucleus crew paid. A lot of business owners look at job to job profit, but strangely forget about the basic overhead or the entire activity needed to complete the task and are confused about the constant shortage of funds.
Next in importance is an honest evaluation of its the profitability of the sequence that the business is selling to the hospital within the lifetime value of a client. If the powerful method of using a low priced front end product is being utilized to acquire new accounts, two items must be measured on a consistent basis to insure success. First is confirming often that the hospitals are indeed purchasing the back end products. Second is determining if the profit is enough to cover the sequence. If not, adjustments need to be made as soon as possible.
The remaining numbers simply need to be calculated working backwards from the numbers above to find how much revenue and jobs are needed, closing ratios of quantity of proposals, leads needed to propose enough and how many contacts need to be made to generate enough leads.
These numbers are absolutely vital to measuring the health of a company and the secret to building a strong small business is to monitor them on a weekly basis. With them constantly in the forefront of the owners mind, they will yield a steady winning result.
by: Gary Salter
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