Almost all the printers I speak with say that if they can get a client to visit them, take a tour, etc., that it dramatically increases their chances of winning the account. No arguments from me on this. Having a great facility can truly be a competitive advantage. So...
Hey, when are you going to teach me what you know? What else should I know going forward? While the next generation may not come out and say that, they are most likely thinking it. They want to be as successful as you were, maybe more successful. You know who else is...
The effectiveness of the sales team in generating net new business remains an ongoing concern for most sales leaders and CEOs that I hear from. It’s not because they don’t want new business, for many it’s that they are busy being the account manager with the customers...
A hiring strategy means different things to different people. It certainly means different things post-pandemic. Finding experienced labor and the work-from-home movement have created challenges that we have not seen before. From the production floor to the customer...
As you prepare to take your business from your current state to your desired future state, begin with a thoughtful examination of your internal resources. Your staff, equipment, technology, and how well you integrate those three areas to solve client problems. This...
New customers are certainly hard to come by, and the last thing you want to do is lose a customer. That said, all customers are not the same. I’ve often used the phrase, all customers are good, some are just good-er than others. A strategic account review is designed...