This year has been challenging for most business leaders. How is that for an understatement? Now is a good time to consider ways to enhance your results as our economy slowly recovers.

Yes, leading economic indicators have been moving in a positive direction for several months, and employment statistics (a lagging indicator) are also a little better. Recovery will be spotty for much of 2010, so challenges remain for many areas.

To survive the sudden recession, most businesses worked on cutting costs and fixed expenses in 2009. A challenge in 2010 will be to maintain that improved cost structure and add back only as required to service actual revenue growth and activity. You can also expect suppliers to increase prices. Stay alert and be ready to pass on product price increases promptly to avoid serious erosion of gross margin. The current historically low interest rates and bloated money supply will not last forever and inflation in 2010 is a distinct possibility.

The primary focus next year should be on the selling side and on revenue growth. That means projecting a positive attitude throughout the organization. That means getting close to the customer and staying close to the customer. That means development and implementation of a marketing concept and sales approach that plays to your strengths and capabilities...one to which customers and prospects will respond!

To be more effective, focus on viewing everything from the customer's perspective. Remember, "it is all about them, not you!" Envision how your products and services fit within each customer's total operation. Try to gain each customer's agreement to work closely with you to improve his/her total operation. You both win when you combine your specific knowledge of product applications and services you provide with the customer's detailed knowledge of the operations of his/her business or specific needs. Your focus on improving the customer's overall situation, and your willingness to collaborate, will put your team on a higher level than competitors who simply attempt to hawk their products at a price.

It is during economic downturns and periods of uncertainty that you learn just how good your management team can perform. Stay alert and flexible. Work smarter by creating a sound operational business plan, and keep hustling to best satisfy your customer's needs.