Leading Through Transition

By Mike Philie
In May 19, 2014

As the leader, as the company change agent within an industry in transition there are many factors that need to be considered. Going from where you are to where you want to be will require a C-level leader to effectively communicate the plan to the team, get buy in and provide the structure and accountability to lead the team to the results they desire.

An Industry in Transition

I thought it would be important to include a few headlines from the most recent AMSP/NAPL/NAQP 2014 Critical Trends Report:

  • The lines between company types are blurring as everyone gets into everyone else’s business;
  • We are redefining ourselves;
  • Every one of us has to answer the question, What do we want to be?

What do you want to be, where do you want to take the business? It’s a great question and should be answered thoughtfully as there are many moving pieces involved. The customer buying process has changed and the products and services they are asking for continues to shift from the traditional deliverables that got you to where you are today.

While it goes without saying, you’ll need to have a great team. A team of managers that can excel at the positions you’ve got them in, and a team that has the potential to lead on their own. This group must be able to work effectively together for the plan to have a chance of succeeding. They don’t always have to agree, but they have to respect each other and honor the overall plan.

Where to Start

It is more important than ever for the C-level leader to take advantage of these industry wide changes, drive the direction of the business and be the leader your company deserves. The good news is if you haven’t already started, you can start today. Start by evaluating the members of your team. Can they help you get where you want to go or are they a drain on resources. Define the space you want to be in that will take advantage of your best and most profitable clients and prospects. Your product and service mix may be OK where it is or may need to be enhanced. Your capital resources as well as identifiable opportunities in the market will strongly influence that decision.

Remember, it’s not going to be easy and this is just a start. Your company will need your leadership every day, your senior team will need your direction and your employees (and you) will soon recognize that there’s a plan in place for a sustainable, profitable business for them to be a part of.





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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