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
- 22% of workers are spending more weekends at the
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.