Where's the Growth Coming From?

By Mike Philie
In September 26, 2008
I stumble into printers who are still growing by double digits. You don't see them as often as you used to but they are still out there. I also hear of the ones whose business is down by that much. Where are these guys getting the growth from? The economists are telling us that market growth has stalled so it's gotta come from somewhere…hmm.

I'd bet that much of this growth is coming at the expense of the laggards. The growth oriented firms just haven't slowed their selling and marketing efforts waiting "for the good times to return." They are out there hustling, listening to their (used to be yours) customers and making things happen for them on a daily basis. As some would say, they have decided not to participate in this economic slowdown. Here are some of the other things the leaders are doing these days:

  • Revamping their marketing presence to further their market differentiation;
  • Evaluating their MIS systems to make sure they can get the best information out of their business so that they can make even better decisions on a daily basis;
  • They are driving costs out of their business;
  • If they haven't already, considering providing mailing, fulfillment and digital services-all the while trying to get more dollars from each customer;
  • With the goal of increased sales, they are reviewing their sales process, the resources available to the sales team and their overall effectiveness;
  • Finally, making better choices on who to do business with.

So enough of the good news, what have you been working on lately?

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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