Build Trust, Build Business —Morgan

• Create differentiation. Very few printing companies get involved with their customers at this level. This is an opportunity to provide a value-added service that’s extremely important to your clients.

• Build “high and wide” relationships with management and other decision makers. It’s important to establish relationships with other key decision makers, not just print buyers. The needs and concerns of management may be different from those of the buyers. Management is more focused on the big picture. Involving your company in the cost containment process allows you to provide a more strategic role. Your unique perspective can help key decision makers understand the impact of cutting costs to the client’s brand and service to their customers.