Bill Canady argues that reclaiming idle capacity is worth more than chasing low-margin revenue. If you recovered 30% of unused capacity, the benefit would typically outweigh the revenue gain by three to four times.
Part 3, and this is the one that actually changes minds. Reframe the question. The question is not, do we want $4 million of revenue? Of course we want $4 million of revenue. We're not crazy. We're in this money thing to make money. But the real question is, what would we do with 30% of our capacity if we got it back? And is that worth more than the $4 million at zero margin? My sense is yes. It's always been yes for me. Can't imagine it's not gonna be yes for you. And the answer is yes by a factor of 3 or 4, essentially every time. As I said earlier, it's always been a yes for me.
