DEEP CARPET ALERT

If there is a common “pain point” within every organization on your suspect/prospect/client list these days, it is the challenge of getting the same amount or more work done by fewer employees.  Consider this data published in a recent survey by CareerBuilders:

•  47% of workers surveyed said they were facing more responsibility at the office due to layoffs.
• 37% of workers had taken on the roles of two people.
• 30% of respondents said they were dealing with feelings associated with burnout.
• 22% of workers are spending more weekends at the office. 

 In the course of doing your homework to match solutions to genuine problems experienced by your prospects, it is almost a sure bet that, absent a strong and clear productivity improvement and ROI calculation, your proposal, whether solicited or unsolicited, will not command much attention.  Conversely, by addressing specific productivity issues head-on in your solutions set, you are bound to create interest which will then likely produce an audience with key decision-makers.  Said succinctly, feature a strong “productivity plank” in every one of your product and service proposals.