Numbers Make a Difference

When I go to the doctor for a sore throat, they take my blood pressure, weight, oxygen saturation, respirations, and pulse. Usually before they are done, a needle has gone into my arm, a quart of blood has been withdrawn, and some very expensive tests have been run. My doctor stares at these numbers and then pronounces something profound like, “You’re healthy, but you need to take Vitamin D every day.”
When I was in public accounting, I remember delivering financial statements to clients. They were carefully bound, checked, and reproduced. The client would open the cover, read the “Accountants Report”…”These financial statements were examined in accordance with generally accepted…blah blah blah,” then open the bottom right drawer of the desk and deposit this year’s report right on top of last year’s.
Why do doctors manage by the numbers but businesses don’t?
I asked a distribution client the other day what their pipeline was. I was looking for a number! “Well,” said the president, “I have these sales managers. If I ask them, they could put together a spreadsheet in a couple of days. But the salespeople know their pipeline!”
Why don’t businesses manage by the numbers?
Actually, some do. For these, information technology is the secret to making their numbers each and every month. It’s the secret to keeping customer service high and communication with clients current. It’s the name of the game to them.
Want to manage by the numbers? Keep watching. We have some new opportunities for you!