Avoid the In-plant Tipping Point
In-plants take heed: commercial printers are targeting your customers by focusing on their strategic goals and objectives. You need to do this too or they will steal your business.
This particular printer had already laid out a very strong business plan detailing how his company can demonstrate value to the higher-education market segment by addressing critical application needs. So far, this printer had approached seven higher-education customers and was successful on all seven encounters in getting business from the admissions, alumni or foundation development departments.
- Companies:
- Xerox Corp.
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