How many business owners often find themselves in a similar position – business isn’t doing so well, staff costs are crippling and ‘turning down’ the business seems to be the only viable solution. Many years ago, I was in a sales training course and one question we were asked was why the rail services lost market share to the airlines. The answer that was suggested was that the Rail Companies didn’t understand the business they were in – they thought they were in rail transport, but really they were in people and cargo transport…

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Change The Product – Surviving The Change In Market

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