Gino Wickman and Jim Collins popularized the term, “Right people, right seat” in reference to getting the right employees in leadership positions. But what if we take that terminology and apply it to customers? How do you decide what type of customer is the right fit for your manufacturing business? What type of customer will be the most profitable for your business? Those are the questions that we dissect in this episode of MakingChips. Don’t miss it!

Any great tips I can use to find THE right customers for Carr Machine & Tool? Email me at Jim@MakingChips.com.

Segments

[6:28] The definition of “right people, right seat”
[7:22] What’s happening in our lives right now
[10:35] Business News: Dow falls for sixth straight day
[15:43] How do you decide who the right customer is?
[16:52] Step #1: Focus on solving problems
[20:10] Step #2: Focus on sales not vanity metrics
[23:15] Step #3: Get the word out about your business
[26:14] Step #4: Improve your customer retention
[28:14] Step #5: Track your analytics
[32:14] How we filter our customers at Carr
[36:07] What work is the most profitable?
[39:02] Study your customer’s behaviors

Resources mentioned on this episode

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Dow Falls for a Sixth Straight Day After Another Wild Session
Gaining Customer Traction: 5 Steps to Customer Growth
Traction by Gino Wickman
Good to Great by Jim Collins
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ProShop ERP
Learn about Xometry’s Flex program

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Finding Your Niche: Right Customer—Right Seat, 314