You see and hear it all the time when big companies want to talk about savings for the customer by “cutting out the middle man”.
Who exactly is this “Middle man” anyway and why do they want to cut him out?
I am the middle man and I can tell you exactly why we are here.
There are many businesses in this country, especially businesses that are focused on making things or providing a particular service.
One of the things about a production or service based business is that the operator is usually going to be interested in doing that particular job more than anything else.
Yes, you have entrepreneurs who will start a business not because they love doing something in particular and want a chance to do it the way they think would be best, but because it is a profitable endeavor. There will always be entrepreneurs and that is OK too.
But for the business people who have a passion for what they do, they find that they cannot do everything at the same time.
They cannot make their products and be out selling them at the same time. One activity takes time away from the other. Also, many people are more comfortable doing what they do but are not very comfortable or successful, at sales.
I know some brilliant, talented and hard working people who make things or provide services that, sad to say, just can’t sell. It is not one of their main talents.
So, what do these great many types of businesses do to sell their services and products while they are busy making and doing them?
They hire someone to do it for them. Some can afford to hire an “inside” sales person which means the sales person is in a storefront or at a counter taking the customers order. Sometimes they hire an “outside” sales person to go out and present their product or service to others.
Hiring a sales person might be out of the budget for many of these businesses, especially a small business. What do they do then?
Insert the “Middle Man” here. The middle man specializes on sales and sometimes marketing and customer service. While the business owners and operators are busy doing what they are best at, the middle man is out there doing what he or she is best at doing on their clients behalf.
Frequently, someone like me isn’t “hired” to be an employee of the business and all of the costs that go with hiring an employee. We are business people in our own right and take care of our own business costs and expenses.
We provide an extremely valuable service to producers and service providers by operating in their best interests. We work to make our client’s business profitable and successful.
Because we work on commission and flat fees, if our client isn’t making money, neither are we. This ensures our clients that we will always be working hard to send them business and increase their profitability.
The middle man brings products and services to the public that they otherwise wouldn’t know about and they provide a key service to the businesses we represent allowing them to focus on the quality of what they make and do.