If you don’t have the sales you need, nothing else matters. I believe this wholeheartedly. You can have the best equipment, an excellent team, an operation that runs lights out, and you’ll still lose ground. As the CEO of the business, you’re number one responsibility...
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...
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...
The sales department is humming. Reps coming in and out of the office, phones are ringing, emails are chiming, and the estimating department is backed up with many quotes to do – but the question I’ve got to ask is: are they busy with transactions and jobs, or are...
For years now, Michael Porter has reminded all business leaders that their performance is shaped by forces largely outside of their control. Well, in the print world, those forces are alive and well, and at times more intense than ever. None of this is new...
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...