How to navigate a significant decline in revenue

A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat or had a moderate decline, while a significantly greater proportion of small businesses indicated a significant decline in revenue.

With 75 percent of government contractors having flat or declining sales in 2013, it should come as no surprise that many companies are rethinking their go-to-market strategy and making changes in the way they compete. To get a handle on some of these changes, Market Connections and Lohfeld Consulting Group teamed up to conduct a poll of 220 government contractors.

Chris Dorobek recently interviewed Bob Lohfeld to get more insights from our survey. Click to listen to Chris Dorobek’s GovLoop Insights DorobekINSIDER interview with Bob Lohfeld.

“We hope that companies will use this survey as a force function to say in 2014 we must operate differently. 2014 will be a better year but it is not going to be a banner year. It is going to be a tough fight out there. The strategies that delivered for 85% of the companies produced flat or losing revenue so they need to go back to the drawing board and rethink that. We have some good indicators from the survey what companies are going to be doing in 2014,” said Bob Lohfeld.

Lohfeld Consulting

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