Many small businesses are. It's a key insight to serving that community as a b2b provider that growth and new business aren't the selling points they are to larger businesses. What most small businesses we talked to wanted was quality customers who will bring dependable, repeat business. They want to operate as close to capacity as possible with as little uncertainty as possible. Too much business overwhelms them. Too little starves them. Helping them keep to the sweet spot at the upper end of their capacity made them much happier than just trying to drive as much business to them as possible.
Many small businesses are. It's a key insight to serving that community as a b2b provider that growth and new business aren't the selling points they are to larger businesses. What most small businesses we talked to wanted was quality customers who will bring dependable, repeat business. They want to operate as close to capacity as possible with as little uncertainty as possible. Too much business overwhelms them. Too little starves them. Helping them keep to the sweet spot at the upper end of their capacity made them much happier than just trying to drive as much business to them as possible.