The best defense is a good offense
As stated, in a challenging economy most companies react defensively, quickly
reaching for the most accessible operational levers to cut operational expenses in
response to declining revenues and sales forecasts. We believe that companies
need to be more on the offense than the defense to survive and/or thrive in this
economy. Companies need to assess and apply key customer and channel
information to enhance major operational decisions and drive more proactive
communications, offerings, and pricing options. Accordingly, we have developed
four key plays that companies should seriously consider to move forward in this
punishing environment: