Know Their Business

By Mike Philie
In September 5, 2008

What do you know about your best customer? How about your top 25 best customers? Are you deep enough so that you can make game-changing recommendations regarding the print they use to fuel their business?

Most of the reps that I speak with have a good gut feel about their customers but seldom enough to be able to articulate it in a halfway decent business conversation. Worse yet, unless top management has a relationship with these accounts as well, they are often left guessing.

Why is this important as long as we are "hitting our numbers?" Well, are you making the numbers by design or by default? Is it the result of the execution of your plan or did you happen to be at the right place at the right time? Finally, based on how you got the business, what is your likelihood of not only keeping it but using your success to enable you to go out and repeat the process to win new business?

These are real issues for companies that have seen their business stall as well as with firms that in the post-merger integration planning phase. Again, a lot of questions for a Friday but that just how I am.

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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