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Coffman Group, LLC. | | Kansas City and San Diego

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A potential recession after several years of upheaval had a business owner tell me "Even dead fish float."

What he meant was when the tide of a great economy rises, everything moves up-but not everything is a boat.

His point was really simple; bad economies do not create weakness-bad economies expose weakness.

For the past several years, we have been learning to live with this message.

We have seen a huge number of businesses that made bad decisions or closed their doors through the pandemic.

And when times were easy those decisions looked fine; there were no real problems or consequences for the bad choices.

But as soon as we hit a bump in the road those consequences were exposed and all too often that exposure has led to catastrophic failure.



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Every commercial organization should focus an appropriate amount of time on hunting for and securing new clients. Sadly, too few have a clearly defined strategy that maximizes their sales function's valuable selling time and minimizes the related costs of this exercise.

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