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Now is the time for you to apply what you have just learned about your customer by reading the annual report and looking over their income statement and balance sheet. The following are a list of questions that we would like you to answer about your target account. |
Overview |
- Who is your customer?
- What is their business?
- Who are your customer's customers?
- What are the business issues that your customer's customers are struggling with?
- What is your customer doing about the business issues of their customers?
- What is your customer's business (niche or solution)?
- What is their strategy for future success?
- Who are their competitors?
- What are your customer's 2 biggest business issues?
Using the financials and FAST:
- What were the net revenues in the last two years?
- What was the net profit or loss in the last two years?
- As a percentage of revenue, what was the gross profit in the last two years?
- As a percentage of revenue, what was the investment in R&D in the last two years?
- As a percentage of revenue, what was SG&A in the last two years?
- How much were Accounts Receivable in the last two years?
- How much were inventories in the last two years?
Call 925.631.1198 or email us today |
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Mary Jane Arnold |
925.631.1198 |
23 Idlewood Court, Suite 200 Moraga, CA 94566 |
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