Dickeson--Create Brand Recognition For Your Print Operation

Try this: List the top 20 percent of your customers—the ones that comprise 80 percent of your sales volume. Analyze each on that list. Why do they repeat? If you don't know, ask 'em. What is it you're doing more successfully than some other firms? Identify the customer perception of your competence. Do not confuse the customers' perceptions with your own perceptions. You're interested in what's in their heads, not yours.