Why Talking Less Is Sometimes a Good Policy
What happened: Most communications consultants will advise companies to talk with their clients as much as they can. This is just good business policy. And yet, as the economy has filled up with ever-growing concerns for making sales go up and expenses go down, less room is left for multiple conversations with providers such as communications firms, consultants and printers. This leaves precious little time for newcomers, let alone the honored guard, to have ongoing sales marketing discussions. One of the results of this situation is the explosion of automated technology systems that deliver qualifiable results in the areas that really shouldn’t require much conversation. Examples range from lead generation to back-end and back-office systems. Enfocus PitStop Connect is one such tool.
Why it matters: The software, just launched at Ipex 2010, allows a printer to receive PDF files—already preflighted—directly from a client. The new, streamlined workflow reduces communication efforts by 25-40%, saving valuable time and resources, as well as significantly boosting production efficiency. This has created faster, easier, better workflows for clients and printers alike. Companies using the software report reductions in communications with their clients of 25-40% and this has created a “value-added” service among these clients. Less talk is better! In these busy times the answer can be, “Yes!”
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Tom Marin is the president of MarketCues, a national consulting firm. Tom serves as a senior advisor and change-management consultant with 35 years of experience. He has worked for some of the world’s largest corporations, as well as middle-market firms. Tom's focus is to plan and drive strategy shifts and strategic growth programs in the printing industry and a diverse range of market areas.