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 […]
Times of crisis are defining moments for you and your business. Whether it is a threat, or an opportunity to rebuild, retool and rethink your business depends on each owners unique situation. No doubt the volatility can create a great deal of anxiety for even the strongest, most experienced leaders. After recently speaking with several […]
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 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 […]
This blog originally published in Printing Impressions It’s that time of year when many are looking over their business results from the prior year. Which customers grew their business with you and which ones receded. And then there’s the ever elusive new business – how did that go for you this past year? If […]
This blog originally published in Printing Impressions As many print businesses thrive, expand their services, and continue to look for that next big thing, a reminder that strategy planning remains an important part of integrating that new initiative into your existing offering. I’m a big believer in business planning as the days of build […]
This blog originally published in Printing Impressions. Characteristics of top-performing companies cover a broad range of areas. While very few are exactly like, it been my experience that they do share many similar themes. These characteristics are woven into the fabric of who they are and how they operate. They are not from a textbook, […]
This blog originally published in Printing Impressions. Building a predictable sales model sounds great and it can work, but it is hard to do. Making sure that you and your team are up for the challenge is the first step in the process. In fact, it’s probably the most difficult step as you’ll find […]
This blog originally published in Printing Impressions. You probably have varying levels of relationships with your customer base. I’m not referencing whether or not you have become friends with your customer, but rather, what level of business relationship have you earned? There are three progressive tiers that I like to look at. And while […]
This blog originally published in Printing Impressions. Meaningful first time at bats with a new prospect are hard to come by these days. What’s a meaningful at bat? It’s a real opportunity that you’ve earned after you both have come to the conclusion that there’s a good fit between the two organizations, and that […]