This blog originally published in Printing Impressions What’s a great account look like for your business? Is it one with top revenues and profits or one from the handful of vertical markets that you are expert in? Many printing companies force rank the sales and profit numbers of their accounts and pick out the top […]
This blog originally published in Printing Impressions Having a plan is important, right? We all need a plan. The difference between having a client-facing, go-to-market plan that identifies and delivers the meaningful and relevant things that make a difference to your prospects and clients and not having one can be the difference between sustained growth […]
This blog originally published in Printing Impressions Tether, fasten, and link virtually mean the same thing — connect. So, what point am I trying to make? Getting connected to your customers, getting your services and technology connected, and getting your team connected have never been more important than it is today. Things move fast, clients […]
This blog originally published in Printing Impressions Managing a printing business is a difficult task, period. I’m sure that there are other businesses that are as equally difficult, but the custom manufacturing, high technology, high client touch and transformative business is not for the faint of heart. When it’s going well, it can be a […]
This blog originally published in Printing Impressions How much are you investing in your people? I’m not talking about wages and benefits, but rather their training and development, their growth in what they do in your business? Let me ask the question in a different way – are your employees engaged and excited about what […]
This blog originally published in Printing Impressions The financials looked OK at year end, but if you examined how you got there, it wasn’t pretty. It’s amazing that some companies enjoy monthly sales volumes that might not deviate more than five percent up or down, while others ride a sales roller coaster that might include […]
This blog originally published in Printing Impressions. The effectiveness of the sales team remains an ongoing concern for most sales leaders and CEO’s in the Graphic Communications industry. How many of your reps made budget last year or increased their sales from the year before? Recently, several CEO’s I’ve spoken with have given up on […]
This blog originally published in Printing Impressions. Printing is a tough business. It’s custom manufacturing that companies try to streamline every day. There are variables in the materials used to produce the printed piece-from the client supplied files to the raw materials used, and while much better than the past, variables in the manufacturing process […]
This blog originally published in Printing Impressions. As owners and members of the leadership team, you deal with the risk and responsibility for getting it right, making it right and keeping it right for the business, your employees and your customers. I’ve previously written about the importance of the three P’s – People, Process and […]
This blog originally published in Printing Impressions. Working on the business gives you the opportunity to step back from the day-to-day minutia of urgent to-do’s and handling other people’s issues. While these day-to-day issues are important to keeping the trains running on time, planning for tomorrow, next quarter, next year, or beyond is critical for […]