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,...
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...
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...
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...
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;...
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...