Today, organizations in our great industry are growing organically, with strong backlogs, while similarly equipped competitors down the street are starving for work or closing their doors. No one closes their doors with successful sales leadership Successful sales leadership requires that you...

At a recent CEO Peer Group Meeting, a spirited discussion included the lack of planning to replace experienced, retiring, top-performing legacy Sales Reps. This portends a troubling future for any organization and its leadership.

Why do your reps overcharge a customer? Does your company need policies re. overcharging? Some reps are more interested in short-term, immediate income rather than negative long-term market consequences. That can be catastrophic.

On May 28th, Panaprint celebrated 50 years in business as a successful Commercial Printer specializing in the production of a wide range of publications, general commercial work, and Wide-Format. Here are my observations on their Value System.

Production and sales staffs knew for possibly the 1st time in their careers they had a leader who would not wait for the phone to ring. This leader recognized the value of relentless, relevant education for the whole team. Are you that leader?

After talking with a group of owners, it's my observation that too many commercial print companies operate much like those companies, mediocrity at its best. Read what you can do to change it.

When was the last time you wrote a "Thank You Note" to a customer or a supplier? I had my client's team do this for two weeks. Upon my return, I could practically taste their excitement to share their stories and emotions about what happened.

Is there excitement and innovation in your organization, that’s being lead by department leaders or is everyone waiting and looking to you for answers and direction? Here's your solution.

You may cover up and delay attending to that "growing list of sins" only so long…trying to get those extra revenue dollars to cover up that slowly growing list of neglected sins. 

Over the past several decades, traditional and technical schools closed down their "print shops" - representing a declining source of skilled employees for our industry. The new information resource is a "Game Changer" for our industry.