Strategic Partnerships

By Mike Philie
In July 26, 2008

It can be pretty tough to be all things to all people these days. The more you find out about how your customers use print in their business the more that you can uncover gaps in their go-to- market plan that need to be filled. Now comes the hard part: should you add these additional services in-house? Should you tell them that you empathize with them but that you don’t provide these other services and that they’ll have to find another resource to help with this issue? Maybe another option might be to find a strategic partner who can work under your guidance to deliver these services to your clients.

Examples of this could be mailing services, fulfillment, and digital printing sales and production strategic partners

The best option will be determined by your tolerance for change, your staff’s proficiency in taking on new opportunities, and the ability of the sales team to “talk the talk” while your internal folks learn to “walk the walk”. A partnership could be a good way for you to learn more about these services, how they’re delivered and the impact potential for your client. A good strategic relationship can make you look like a hero to your clients.

These days that would be a good thing!

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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