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By Sarah Virgil

The head of business development at a leading toxicology lab had an “ah-ha” moment when he compared two of the lab’s accounts. He was surprised to discover that the account with 50 percent fewer test orders was highly profitable, while the larger account actually lost money for the lab. This isn’t an unusual scenario in toxicology labs, which often move so quickly to win business from competitors that they aren’t taking the time to see if the accounts will generate profitable revenue.

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