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Making Your (Lack of?) Business My Business

March 2003

In other words, investigate and then implement those value-added services that make sense for your individual operation. Change the mindset within your own organization, especially among your sales staff, so they're committed to convincing clients to seek—and pay for—those expanded services. There's a big difference between diversifying and diversifying profitably. And, at the same time, don't rob Peter to pay Paul by neglecting the traditional services that put you in business in the first place. It's a high-wire balancing act best not suited for the fainthearted.

Mark T. Michelson

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