Published Articles

Successful Business Development

Published Articles
Published in

IPA Bulletin

on September/October 2002

Requires Market-Driven Direction & Supporting Strategy

I attended a sales meeting for a well known company not too long ago. The president and vice president of sales and marketing invested their entire sales team's time (and morale) into reviewing what hadn't happened in terms of actual sales versus budget, year-to-date. The session lasted almost two hours.

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Leadership, Education, & Training

Published Articles
Published in

IPA Bulletin

on July/August 2002

The Beginning of Business Development

A client we just began working with appeared depressed. Market conditions appeared soft, and his sales people seemed to be doing anything but calling on customers, and bringing in work. Inquiry revealed that company performance was slightly above break-even, and had been in that condition for some time. Additionally, quoting activity was off, and there was little backlog.

Time with the sales reps uncovered that they believed they had nothing to offer their customers that was meaningful over their competitors, and they couldn't win work if they weren't the low price on a job. Does any of this sound familiar?

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How Important Are You?

Published Articles
Published in

IPA Bulletin

on May/June 2002

Technical Competence Is Only Half the

 

Picture for Business Development Success

 

We were recently contacted by a national graphic arts company, with a most unusual request. They wanted a proposal for training their experienced and traditionally successful sales reps to be more successful with major accounts, and in today's changing business environment. After two conference calls and a follow-up proposal, we received the award to develop their sales training curriculum for experienced and successful reps.

As you might guess, this is not a traditional sales training curriculum. As an overview, it's designed to guide their reps into becoming strategic resources for target customers.

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We Can't Go Forward . . . If We're Stuck In Reverse

Published Articles
Published in

IPA Bulletin

on March/April 2002

Let's cut to the chase: if we don't wake-up and change how we see our business and what we do for our customers, performance results aren't going to change. Customers are different today and in the future from anything we've experienced in the past. But too many of us are looking back in our daily attitudes and practices – grieving over (a) the loss of a major customer, (b) insensitive bankers, (c) how September 11th, Enron, and the dot-com collapse have ruined our business, and (d) the difficult-to-understand practices of desired customers.

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Ultimately, The Issue Is Leadership

Published Articles
Published in

PrePress Bulletin

on January/February 2002

Do We See Ourselves?

When will we get out from behind our desks, and out of the safety of our offices and plants and go visit our current and potential customers to learn what they're struggling to accomplish?

Lunch with two graphic arts buyers from a major manufacturing company in the Carolinasleft me asking myself, "How do we get the word across to our industry's organizations?" As no small footnote, these two buyers had asked me to take them to lunch, saying, "We need to talk to you!"

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New twists in price versus perceived value

Published Articles
Published in

Printing Industries of America, Inc., Sales & Marketing Advisory

on July/August 2001

There's increasing evidence that print and graphic arts suppliers are being divided into two camps by the market: 1) those who constantly pursue understanding their customer's business for purposes of creating additional perceived value on a proactive basis and 2) those who do not understand their customer's business beyond print specifications and are subsequently reduced to a reactive, "low price wins" market position.

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Ultimately, The Issue Is Leadership

Published Articles
Published in

Georgia Printer

on Summer 2001

Do We See Ourselves?

When will we get out from behind our desks, and out of the safety of our offices and plants – and go visit our current and potential customers to learn what they're struggling to accomplish?

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Finding Customers Who Need What We Have (or Could Have)

Published Articles
Published in

Georgia Printer

on Winter 2000

If you think of your company as a printer, you may be in serious trouble. I've personally become convinced over the last few years that though a company may have outstanding cost controls, image reproduction, productivity, and even terrific advertising campaigns (read that as calendars and giveaways), if we haven't developed the capacity to develop customers and new business, we are guaranteed to eventually suffer – and fail.

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GCWorldBiz Insights

Published Articles
Published in

The New American Printer  

on Winter 2014

"Are You A Printer or a Teacher? Maybe You Should Be Both" and "Oh, The Places You'll Go!"

Both articles were published in The New American Printer, Winter 2014 edition.

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