Business owner uses old data to develop a new strategy

Paul Downs Cabinetmakers sees an uptick in calls for proposals from the military each August as the government looks to spend whatever is left in its budget for the year, but these clients end up buying his products less often than those from the private sector do, Downs writes. Usually they write the proposals anyway because the team tends to have more free time at this point in the year, but this year it's unusually busy. Downs analyzed past years' sales experience to determine which clients were most likely to buy and dedicate his team's time to creating proposals for them.

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