The Encyclopedia Britannica made headlines earlier this week when it announced that it was “stopping the presses” and ceasing publication of its print edition after a strong 244-year run. From a business standpoint, one can understand why this inevitably needed to happen: Encyclopedia Britannica Inc. has sold just 8,000 sets of its latest 32-volume, $1,395… Read More »
I asked the owner of a mid-size printing company how his business seemed to be going so far this year. He said “Well, I ended 2010 better than 2009 and we’ve started this year optimistically. The plant seems busier, quotes are up, my salespeople are telling me they’re seeing more action, and I’m even thinking of… Read More »
Marketing and digital technologies are creating a new set of business development rules for the evolving service provider. Today the advanced supplier is selling their services at the senior marketing executive suite where strategy, decisions and budgets originate. The advantage of being at this level is the service provider can be six months in front… Read More »
A savvy service provider that leads with opportunities centered on marketing technologies and logistics can introduce concepts such as “customer centricity”, interactive dialogue, relevancy of follow through, automated nurturing cycles, integration of cross media, and measurement in such a way that attracts the attention of the senior marketing executive in a high percentage of sales calls.