Nestes tempos de torrefacção de impostos para proteger empresas supostamente estratégicas o que dizer de:
"#5 “When you say ‘strategic’ account, I hear ‘loss-making’ account” (Gamblers’ fallacy).I am afraid this one is one of my own quotes, borne out of experience. When looking for outliers within a client’s customer portfolio, a few blue-chip names often show up with both low revenues and margins. The usual explanation given for this is that it is a “strategic account”, often a firm that has had the potential to be a key account but for some reason is not. The assumption is that, if we keep trying, the bad luck will eventually reverse. To try to encourage growth, increasingly better offers are put on the table. If such a client ever were to grow to the size of a key account though, it would then expect even bigger discounts and so the account would end up underwater, if it is not already. The reality is usually that the service level from a competitor is superior, that switching costs are prohibitively high and/or that the client is happy to dual-source to keep their primary supplier on its toes. At some point it will be worth directing your energies elsewhere."
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