Change habits to save your net margin

摘要

Pitfall: Customer contracts are kept confidentialWhen it all boils down, very few secrets can be kept inside a company. There are always a few people who can be relied upon as a source of useful 'unofficial' information and gossip.However, no one seems to know the details contained in customer contracts. This makes no sense, since large customer contracts are the lifeblood of most suppliers' businesses and can account for upwards of 60% of total revenue.If you ask any medium-to-large Australian B2B supplier whether their staff members outside of sales have seen the contracts containing the obligations of their company to its top five customers, I bet you'll hear a pin drop.