Squeezing the assets

By Mark Fletcher-Brown | 19 May 2017

Many councils, keen to squeeze every penny of value from their assets, are embracing commercialism. Here are ten things that might help you generate some much-needed cash. 

1. Recruit commercial people and brief them on what you do. This works in other sectors. You don’t have to be a doctor to sell to medics. Sales people are a different breed. The best are warm, affable, likeable and highly persuasive individuals who live, eat, dream and breath 'the sale'. When correctly incentivised (low salary and an on target earnings package), they’ll deliver. If you have staff who are enthusiastic about selling your services, get them trained up. Don’t queer the pitch by putting up enthusiastic people who cannot close. 

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