Thriving On
ROR by Lorraine Ranalli
Focus on the ROR rather than the ROI not only kept Mid-Atlantic Events Magazine in the game, but also enabled it to stay in touch at a time when a significant number of businesses switched gears. Since co-founding his hospitality trade magazine in 1987, return on relationships (ROR) always has been Jim Cohn’s goal. I reached out to him recently to find out how he was weathering the storm that brought the world to a grinding halt, especially the hospitality industry. “I don’t like the P-word,” Jim told me, referring to pivot, “instead, we adapted, tweaked and reenergized.” According to Jim, a full 90 percent of his clients and partners remain operational because they adapted, too. Unfortunately, that was not the case industry-wide, despite herculean efforts. Adapting, adjusting, and navigating ever-changing - often authoritarian - edicts certainly was not easy and took a toll on business owners. Leaning into ROR made all the difference for Jim - and it can for you, too.
A deeper dive into Jim’s background reveals why a focus on ROR is second nature to him. 54 Marchz April2022
