Welcome to Rob Brown Council!

You could be sitting on an absolute goldmine of a business that will make you money and give you a great lifestyle for ever and a day. However, things change in business. Here’s five things that could happen to break you!

1. Your best customers go broke or get lured elsewhere.
2. Your most loyal clients move to a different town or adopt a different strategy.
3. Your key contacts retire, move on or even die.
4. Your own business changes, forcing you to drop old accounts and find new ones.
5. The market changes, becoming more competitive or forcing you to drop your prices.

These things happen everyday, and they mean you have to be opening up new markets as much as you can. Here’s an example to illustrate how crucial it is to actively seek out future business. Suppose one of your clients is a small consulting firm whose office is next to a property management company. Or suppose one of your clients is a pizza parlour, situated right next door to a kebab shop. It doesn’t really matter. Now consider that each business has its own equipment, employees and premises.

Here’s what could happen. They see that they have similar customers, similar equipment, similar issues and similar overheads. So what do they do? They join forces. They simply remove the wall that separates them. And they soon find out they don’t need two bankers, two lawyers, two web designers and two printers. You get the idea.

Some of these changes will be beyond your control. We call that ‘leakage’. You can’t do anything about it. Some changes will be down to you. If you lose business because of stuff you’ve done (poor service, poor strategy) we call that ‘wastage’. You sometimes can’t avoid either. All you can do is keep prospecting. When you do, you protect yourself from change while your competition will be blown away!