Growth Barriers – Part 3

By Mike Philie
In July 6, 2008

Top line growth, marketplace execution and bottom line results. There you go, it’s that easy. Just do those three things and you’ll be on top of your game.

Oh wait…which game specifically were we talking about?

What markets do you compete in? Take a hard look at the customers that make up most of your business.

  • Are they growing through these difficult times or are they in a cost cutting mode. Do you know? Do you care? Can you help them?
  • Are you using your latest technology and combining it with what you know about their business to introduce new products that they can use to make them more effective in their markets?
  • Is your market share increasing but with work that erodes your bottom line.

Many small to medium size companies usually bid on and print materials for anybody whose check clears the bank. If you are the low cost producer in the markets that you serve-congrats, go for it. If you are not the low cost producer, now is the time to take a hard look at the business you're in.

Rethink the directive to the sales force to just “go get some work”, because without a plan, you may end up with work that spins cylinders but does not meet the objectives of the company.

As a group, it’s time to be a bit more strategic in our approach. While striving to build top line growth, it's important to have a clear understanding of who we do business with, how will we execute and what products will we deliver. Doing these things on purpose will help you to achieve the bottom line results you are after and will put you on top of the right game.

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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