Client Reviews

By Mike Philie
In November 22, 2010

As the industry continues to endure structural change, the business landscape for your clients has also been altered. How has this affected their view on print and print related services and its contribution to the success of their organization? How has this affected their view of your company and the impact you have on their success? If you think this would be critical information to have in your sales planning notes then a client review is in order.

Client reviews can come in various formats from very structured and scheduled to informal conversations as needed. The goal is to better determine your position with the account, discover opportunities for new and continuing business based on their changing goals and uncover information that could help strengthen the relationship and increase profitability. The client review should include both an internal evaluation of the client based on the factors that lead to profitability and growth as well as an interview with the client to determine your position and potential as you go forward. Get your team together and begin planning for client reviews for your top clients today.

 

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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