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Free scorecard

How exposed is your business?

Ten quick questions about how you find new customers, follow up quotes and keep in touch with the customers you have. It takes about three minutes.

Answer the questions, then enter your name and email to see your score straight away, with the areas to work on first.

Ten questions, three minutes
Your score out of 20, straight away
The areas to work on first
A copy of your results sent to you by email

1What share of your turnover comes from your three biggest customers?

More than halfBetween a quarter and a halfLess than a quarter

2Who owns finding new customers in your business?

Nobody really, it happens when it happensThe MD or a director, when they have timeA named person with targets and time set aside

3When do your quotes get followed up?

Rarely, or only when the customer gets back to usSometimes, but there's no set timeEvery quote, within a few working days

4When you lose an order, do you find out why?

Hardly everSometimesAlways, and we record the reason

5How do you forecast sales?

Last year's numbers plus a bit, or gut feelA rough list of what we think is comingA list of real opportunities, weighted by how likely they are

6How often does your business contact new prospects?

Hardly everWhen work is quietEvery week, without fail

7Do you have a list of the companies you most want to win?

NoA rough idea in someone's headYes, a named list, researched, with the people to contact

8How often do your existing customers hear from you, other than about an order?

Only when they orderNow and againRegularly, with something useful

9Could you see every open enquiry and quote, and where it's up to, right now?

NoSome of them, if I go lookingYes, in one place

10When did you last win a customer in a new sector or region?

I can't rememberMore than a year agoIn the last year

Please answer all ten questions above to see your score.

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The areas to work on first

General guidance only, not advice for your particular business. See our terms of use.

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Sales and business development for manufacturers and engineering businesses in the UK and overseas, based in Wilmslow, Cheshire.

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