In a Weakened Economy, Product-Line Diversification and a Strong Customer-Focus Are Key to Business Stability and Growth, According to James Schlueter of Total HR Network
LOS ANGELES--(Business Wire)--
James Schlueter, President, Total HR Network, (www.totalhrnet.com)
addressed a group of business consultants via a webinar focused on
business development and sales strategies in a weak and soft market.
He noted "the old adage, if you always do what you've always done,
you'll always get what you've always gotten, isn't as true today."
The webinar, attended largely by CPAs, attorneys and insurance
agents, explored the impact the weakened economy is having on business
professionals that serve small to mid-sized employers. "This economy
is really tightening," said Richard Callahan an attorney from Hamden,
CT, "the work is there but getting the go-ahead and then getting paid
is much more problematic than it has been in years." Teresa Long-Pike,
an insurance consultant from Charlotte, NC noted that "the competition
in our business has always been tough, but this market has made things
much more aggressive."
One insurance agent, who preferred not to be named, said, "We lost
an account we had for 17 years because they hired a payroll service
that subsequently got them to switch carriers to save three-percent on
their workers' comp. Who would have ever thought I'd lose one of my
better customers to a payroll company?"
"That," said Schlueter, "is exactly the point. The old rules for
success are changing. It used to be that you could depend on hard work
and customer loyalty to support your success. Today, working smart
trumps working hard every time; and, customer loyalty isn't something
you can take for granted. You've got to earn it every day by staying
close to your customer, understanding their needs and working to help
them resolve their problems."
Schlueter responded to the agent that lost the account to the
payroll company, "You didn't lose that account to a payroll company.
You lost it to a company that better understood the needs of your
client and offered a more complete business solution. Odds are you
weren't the only vendor that lost business in that deal; I'm willing
to bet a couple other vendors did too."
"The Total HR Network," said Schlueter "is here to help local
business consultants broaden their service offerings in ways that have
been proven successful with local business owners. However, success
only comes to those who take the time to ask clients about issues they
are dealing with. You have to put your client's story above yours.
Rather than trying to sell your products, you need to focus on
understanding your client's problem so your client can believe in your
solution."
Schlueter commented, "Employers do value the relationships with
the vendors they've had for years. However, that value has to be
weighed against the need to build effective and efficient business.
It's not just about saving money today. Consultants that can show
employers how to maximize their time are seen as delivering a real
value. That's why value-added product-line diversification offered by
the Total HR Network is so important to building a strong consulting
practice in today's economy."
THRN (www.totalhrnet.com), is a network of insurance agents,
brokers, CPA's, and other business consultants serving small to
mid-sized employers. The Network is responding to the challenges
created by the weakening economy, soft insurance market and
competition from PEOs. The Network incorporates total outsourced human
resource solutions into the value-added service offerings of its
members. THRN may be reached at 818-790-2392.
Total HR Network
James A. Schlueter, 818-790-2392
jas@totalhrnet.com
www.totalhrnet.com
Copyright Business Wire 2008
