Every day you go to work, you’re focused on doing the very best that you can and continue to build a business that thrives. I don’t think anyone will argue with that. So, what separates those who are truly accomplishing their goals from those who appear to be busy,...
Stop bidding on jobs. Start winning accounts. This is a continuation of an earlier blog on chasing accounts. I see it happen all the time: a sales rep rushes to put together a competitive bid for a new prospect, asking everyone to sharpen their pencils to squeeze out...
We’ve seen this movie before. You’ve got a press or bindery operator who can fix any mechanical or technical issue in seconds. They’re the ones who save the jobs that go sideways. But here’s the question that needs to be asked: what if keeping them on the production...
Most leaders think they have a “people issue.” In reality, they often have a clarity issue. What does this mean–and it’s not about modifying your eyeglasses prescription. My experience tells me that it begins with having clear expectations for the role and what...
What will you stop doing this year? I don’t mean having that extra scoop of ice cream on a Wednesday night, I’m talking about the things you need to stop doing so that you’ll have time to do the things that are most important to you and your business. These are the...
Every year, printing companies create a sales budget. After much tweaking, negotiating, and some wishful thinking, the numbers are finalized, the goal is clear, and everyone says, “Let’s do this!” However, the simple truth is a budget is just a number. It doesn’t tell...