Back in the early 90s a bankrupt customer almost buried my software company OnTarget. Our accounts took a major hit, our cash flow dried up and I really didn’t see how we could pull ourselves out of it. My home was collateral for my business loans. The car I was driving was owned by the company. It felt like a big black hole had just opened up and I was disappearing down it.
We managed to pull through thanks to the incredible support from our suppliers and a willingness, on our part, to change how we did business. Not only did we come out the other side of the crisis a stronger company, but we managed to discover a virtually untapped market in the process. Here’s what happened.
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