IPMA 2001 Conference In-plants In A Changing World

As for customers, Jarvis went on, you have to make it easy for them to give you their business. Run seminars to explain your processes and procedures to them. Show them your capabilities. Also, learn your customers' document flows.

Managers, Jarvis said, should understand the costs associated with all documents they produce. With each job you do for a customer, show that customer the cost savings the in-plant provided compared to the outside cost. Also, include a list of your services with each job. Raise awareness in your organization of your in-plant's role as a counselor and advisor on print issues. And make sure you're not the only one selling the shop's services; train your employees to do the same.