Your customers are slowly emerging from the health crisis. The focus and alignment of your efforts will be critical success factors to how well your company re-engages with them. While the goal is to refill your pipeline and to get some work in the shop, the business, and how you get it may not look […]
Best business practices include re-examining your processes and procedures to make sure that they remain relevant. This review becomes crucial during major transitions in the marketplace. As I wrote in Prepare for the All-Clear: 4-Takeaways, “your value proposition and ability to offer high-value solutions and insight may be your key to creating and closing new […]
Most likely, your latest offset press or digital device required special tools for maintenance or repair. As a result, you would make sure that operators had everything they needed. Having the right tools to do the job can make the work look effortless. Watch a good carpenter build or fix something and you’ll see that […]
After a long pause, customers are beginning to go back to their offices and resume the business at hand. Not all, but many — and it certainly depends on what part of the country you’re in. It would be wishful thinking to imagine that the sales pipeline will fill to capacity in the next few […]
Are your 15 years of experience 15 years of accumulated experiences, or one year of experience repeated 15 times? The answer would hopefully be accumulated experiences. How about your leadership team and sales team – how would they stack up when asked this question? The challenge is to make sure that you and your […]
What are your customers and prospects trying to buy, and how does that compare with what are you selling? Is your team aligned with your customers buying process in today’s market — the what, how, and when? As you identify the different buyer roles and their needs, you’ll also have to approach them appropriately. This […]
Situation analysis is critical in establishing long-term relationships with customers and managing a sustainable business. Managers use it to analyze the internal and external environment of an organization and the firm’s own capabilities, customers, and business outlook. Your situational analysis will influence the performance of the business and the choice of appropriate strategies. As companies are […]
Where you are located and the demographics of your existing customer base largely determine the amount of print business you have during the current COVID-19 pandemic. The pain isn’t being evenly spread with some companies only mildly affected so far, while others have come to a standstill. The initial focus is the safety and health […]
This blog originally published in Printing Impressions No one signs up for adversity. No one signs up for having to deal with a global pandemic. No one knows for sure how long and to what degree business, and life, will be effected. And these conditions no doubt are unpredictable at best. But you know […]
This blog originally published in Printing Impressions The key attributes that determine your customer value go well beyond measuring their annual sales. Areas that I believe lead to enhanced customer value include (in no particular order) profitability; loyalty; number of transactions; and the costs to support those transactions, growth, vertical market, significance (them to […]