PIA/GATF Converge Conference — 10 Ways to Become an MSP

9| Create a features and benefits list that illuminates how you are creating customer value. A feature like variable data digital printing is worthless unless you can clearly and concisely present the benefits of such an offering to customers in terms that they can understand clearly.

10| Brand is a concept lost on most print providers. Historically, printers thought if they supplied an equipment list, showed some samples and then asked for the opportunity to quote some jobs, work would come. That field of dreams concept is dead. Today, if a potential customer doesn’t know who you are and what problem you can solve for them, you will have a challenging time getting work. Print is becoming a commodity purchase. Instead, brand your company as a “thought leadership” organization and see the business grow.