The Top 10 “Must Do” List —Sherburne

9|Analyze your customer base. Do you know how profitable each customer is, and which customers cost you money? Use this information to find more clients like the profitable ones you already have. Tackle the customers that are low-profit or are costing you money to find out why and fix the problem.

8|Assess your sales force. Are your sales professionals still just selling print, using an equipment list as their primary tool and acquiring work job by job, project by project? If so, they won't for much longer. Not only are professional buyers getting more savvy, the job of buying print and other media is shifting to other parts of the organization; namely, marketing. If your salespeople can't speak marketing and don't know how to sell solutions rather than print, they will find it increasingly difficult to sell.