Over the last year I have greatly reduced the amount of good, old prospecting for new clients. Instead I've been busy servicing a large client in the middle of a large new project and gaining some new clients through referrals and networking. This approach coincided with some capacity constraints in our Asian offices. Although we are still somewhat constrained as we continue our strong growth, it's time for me to get back to sales 101.
I've now got the large client in a place where they require less daily interaction. There's still a lot to do for them, but the workload is down from the spring and early summer. Also, I just miss the excitement of pushing to get new clients from scratch. I will also be turning up my networking efforts and work to get new project from existing clients.
Although the exchange rate and other cost factors in Asia that I've previously discussed are working against us, the slow economy is in our favor. Companies need to reduce costs more aggressively when the economy is slower. OPSA needs to focus less on clients who only purchase components and more on companies that will purchase sub-assemblies and finished goods where our services are more valuable. Targeting the right companies will be the challenge this fall as I prospect aggressively. I'm looking forward to it and will keep you updated on my progress.
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