For everything that changes, almost everything stays the same.  The only thing that really is new is technology.  The basic needs of people; their hopes and wishes have never changed since the beginning of time. 

Certain business principles hold timeless truths including the 80/20 rule.  The 80/20 rule says that 80% of your business comes from 20% of your customers.  Think about how much time, expense and energy you spend on the 80% of customers that brings in only 20% of your business. 

During difficult business times you need to evaluate your customer base on a customer by customer basis and determine whether that customer is a profit center or are you losing money when dealing with that customer. 

One could argue that even though 80% of the people you do business with are a much smaller volume than the 20% that are profitable; and it would initially hurt your business financially if you didn’t have those customers, think about how much time you’d have to go and find new and more profitable business if you eliminated only 10% of your weak customers.  (You may want to reread this sentence – it’s a long one and there is much to think about and digest as to how the 80/20 rule applies to your business.)

In your business, volume is important and the size of your client base is important but don’t deceive yourself in thinking just because someone is a customer they bring value to your business.  Carefully look at each and every account.  Eliminate the weak accounts or see how you can increase the dollar volume of these weak or smaller accounts. 

I understand that during the recession people are willing to take any dollar in sales volume they can get.  But it may be a mistake not to eliminate your weakest customers during this recession.  Dollar volume is important.  But sales efforts are the most important aspect of getting through this recession.  Spending time selling the right customers is more valuable than spending time selling customers that will never really add to the bottom line and growth of your business.