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New Business Development and a Change in Style


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Style is the way in which your business is organized. This is an example of a company that enters in a new business that requires a complete new approach. The type of business – in this case a service offering – requires a new way of offering the business to customers.

By providing services a company is able to balance its revenue over time. Especially for those companies that are dependent on others like in the moving business; it is not your own product that gets transported and others trigger your business (model). Storage of furniture for example can be both a profitable business as well as a business that generates a more stable cashflow, whereas the original flows from transport are more difficult to control. So entering a new business (Storage) could be profitable. Yet it often requires a new style.

Offering a new service like this requires obvious the necessary space and infrastructure to support this new activities. Yet once these are in place and the clients are serviced an extra element enters the scene: payments. In the current business model of transport, the invoices are generates in line with the execution of the work. The new business model requires periodically sent invoices.

This new process requires discipline, much more discipline than the (original) transport business which is much more volatile and incidental. The style to handle this new service business requires a new approach.

Just think about this when you start the storage service and you forget to send invoices on a strict periodical bases. Clients will notice this style element – and will pay invoices in the same way, without any punctuality. Although this periodic activity is only a small part of the business, the way you control it will make all the difference. A punctual and accurate mailing of invoices and the control of the payments will signal the clients that you are serious. Your style will be reflected on the behavior of the clients. You may think that it is only a minor detail – in fact discipline is often very boring – yet it will make quite a difference.

© 2007 Hans Bool

Hans Bool is the founder of Astor White a traditional management consulting company that offers online management tools. Have a look at some of our free management tools


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