‘Prospect Characteristics Matrix’ Turns Suspects into Prospects
Prospecting for new business works. Even if you only make a semi-good, half-assed attempt at prospecting, it works. It works because prospecting is far superior to doing nothing.
A Russian fellow, gassed and knee-walkin’ drunk on vodka, partying at a disco on International Women’s Day¹ spied a beautiful young woman, sidled up to her and said, “Even a blind hog finds an acorn once in while.”
Harris DeWese is the author of "Now Get Out There and Sell Something." He is chairman/CEO at Compass Capital Partners and an author of the annual "Compass Report," the definitive source of info regarding printing industry M&A activity. DeWese has completed 100-plus printing company transactions and is viewed as the preeminent deal maker in the industry. He specializes in investment banking, M&A, sales, marketing and management services to printers.