Small business owners, you've come to the right place . . . Testimonials
What Our Clients Have to Say About The E-Myth Point Of View

While in E-Myth Mastery, we discovered that where we were losing money was with our largest account. This one account represented a whole division of our company and 25% of our annual revenue. We had been doing business with this company for over 17 years and grown along with them. The business we do today with them looks very much different than it did when we first started. Our evaluation also discovered that all of our other profitable business was funding this account. We determined that in order to continue to handle this business we would need a 75% increase in the rate we charged them to be both profitable and maintain the profit margins that I had established, in creating the "Strategic Objective" for my company. I then called my CPA and asked him to review our numbers. After his review of our calculations, based on revenue versus fixed and variable costs along with the profit margin that I had established he concurred that our discovery was in fact correct but the rate increase should be closer to 65%. Imagine the many emotions that I had calling a customer I had been doing business with for over 17 years; telling them that I needed a 65% rate increase (believing that there is no way they could meet this demand) and I needed it within 17 days or I would have to terminate our partnership. They were obliviously shocked and speechless as I discussed this with them, but as I hung up the phone, I felt much better than I had in months. Knowing that in 17 days I would at least be profitable and back on track. Then an amazing thing happened. Within a few hours I received several calls from Area Managers and the Senior Director expressing their support and desire to work this out. They asked that I send them my calculations for their review and they would get back to me within a few days. Their exact words were "we want to make you whole." We all worked together for several days including their finance department and my CPA. I was truly overwhelmed and touched by the support. Last week they flew here and we met in my office for a couple of days. We settled on a 62.43% rate increase effective immediately and will soon agree on an amount retroactive to the first of the year. WOW! Did I learn a lot from that! A few key points I would like to share: Identify and quantify your real frustrations. Get to the bottom of it. You cannot effectively run your business until you do and then implement a system-oriented solution. I will never again look and my gross revenue and my gross costs to determine if I am profitable. We will always look at each division and utilize the bottom-line pricing grid. Don't be afraid to go to any customer or walk away from any business that does not fit into your Primary Aim and Strategic Objective. A true customer relationship is a partnership.