Discover and serve your best customers in 3 steps

Companies don’t necessarily have to match competitors on price if they know who their most profitable customers are and support those buyers with customer service and other resources, write Profit Isle founder Jonathan Byrnes and CEO John Wass. “Doubling down on the traditional strategy of choosing all customers — which is no strategy at all — coupled with across-the-board belt-tightening is a recipe for disaster,” they write.