By Mike Philie
In August 22, 2008

Information is power-what a concept. I wish that I had coined that phrase but I didn’t. Working with leadership teams in various printing companies I see many who are capturing great data about their businesses.

One thing that is common is that the information is centered around operational performance, financial results and even sometimes on estimating and sales numerical results. Here’s a question to ponder-does your data tell you how you’ve done so far or does it tell you how you’re doing? Think about that one.

Remember, information is power. Sometimes though the power has weak spots like when I ask questions such as where do you make your money? Or, what markets are your top 20 customers in and are these markets growing, declining or stagnate? The teams have a difficult time with these.

Most of the information we collect is about things that we did vs. what do our customers do with the things we provide them. I’m rambling but you get the point.

Information can be powerful if we collect the right data to help us to make the best decisions about what we should do, how we should do it and perhaps an area that needs improvement, who should we do it with.

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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