Prep for a Buyer Inquisition –Dana
Bring your A Team, if possible. Customer service, management (maybe that’s you), production, prepress and IT come to mind. Who accompanies you depends on the scope of the work you are proposing and the services you’re offering.
Before you face the buyer inquisition, you and your team will meet, of course, to review your goals and objectives. Make sure you’re all on the same page and that everyone’s intimate with that RFP. Who will take the lead in the meeting? The buyers you face will take note of all personal interactions.
If I were one of those print buyers, there are a few things I’d be looking for.
You would need to convince me you’re the best choice for my company. Aside from high-quality printing, what can you do for us? What are some of the projects you’ve handled lately for clients in my industry?
I’d be interested in hearing about your plans for growth, whether in capital investments, staff and/or services. How is your company handling the shift in media tastes in corporate America?
Because media tastes have changed so significantly, I’d be curious about your philosophy concerning social and other e-media, and their impact on print. Also, are you helping your clients develop multi-channel marketing campaigns?
Experienced buying pros know that the printing industry is contracting. How is the financial strength of your firm? How have you grown during the past few years?
Another thing I would ask you about is training procedures for customer service reps (CSRs) at your firm. Presumably, our company would be assigned to a CSR or two, and I’d like to know more about their qualifications and experience. How easy is it to reach the CSRs and sales reps? How responsive are you to client calls and e-mails?