Readers Weighing In — Dickeson

“We are now beginning to address the customer’s perception of value with our estimating and selling system,” the printer continued. “The old estimating system is getting long in the tooth technologically, so it is time to replace it with something else. And it won’t be, as you say, based on our fictitious internal costs...We have focused on precisely the things that you are recommending like receivables and velocity of throughput. It has paid off so far, with last year being one of our most profitable years ever. That said, there is still much to be done.”