Just Three Things…

By Mike Philie
In June 16, 2008

Back in the mid 1980’s, I was a sales manager at a sheet fed company that had engaged a consultant to help us through some difficult times. More on that later. The consultant billed himself as a “company doctor” and would often tell stories that led with “to be successful in this world, you just need to do three things.” While I held him in high esteem, his three silver bullets where less than earth shattering and more about prioritizing tasks.

Well times have changed and it’s a more complicated world out there but I still think about three things. Here are three that you might reflect on.

1. Do things on purpose that enhance your customer’s experience in dealing with you. Make it easy for them to give you their business. Leader’s do things on purpose while others react.
2. Be in front of your best customers. Find out how they’re doing, let them know that you can help and that by working together, you can probably drive costs out of their projects (not cut the price) and improve their results (think ROI). You’re the printing expert, right??
3. Time to dust off that ol’ business plan. Take a look at it, modify it as needed and communicate your strategy to your staff. Give them the chance to be involved and feel a part your company’s success. Feel good about your chances for becoming an industry leader and execute like heck!

Whether we are in a recession, just skirting one, or at the bottom awaiting the slow boat to recovery, these are three things that will help to keep your company prospering during these challenging times.

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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