Training Customers--It's Your Job

Selling to Management, Customers

Most customers will recognize some, if not all of the benefits of POD. For instance, providing faster turnaround and comparable quality output is almost always a winning proposition.

To develop a range of POD offerings, the in-plant manager must thoroughly understand the company's use of documents and anticipate additional needs. The manager must maintain relationships with document "owners" in marketing and finance, and with information technology executives, who can manage databases, develop applications and serve as technology consultants.