Determining Our Outcome by Our Income

Perhaps this seems a bit of a silly scenario. But silly or not it has worked successfully far too many times. This can be a tough argument to stand up to—if you are even lucky enough to be invited to participate in it.

Now let's try that same scenario with a different twist. The Competitor contacts your upper management. As before, he pulls out glossy folders, hypnotic spread sheets and, last but not least, the throw-down bag of phrases. Once again he drones on about all the mystical money he can save your organization. But when your shop is a competitive in-plant generating hard revenue dollars, that must be taken into account. The Competitor's saving edge (if he really has one) will result in revenue loss.