The third area involves Outsourced Print Management. This what the Information Tech companies do. They get hold of your system such that even if you are unhappy with their slow service, it would not be worth the hassle for you to start over with someone else. I am not suggesting you hold them hostage. I am, however, suggesting you do some careful analysis of how you can make it worth your clients’ kissing your competitors goodbye and giving you control of their printing.
If your clients do not feel you will snooker them in the checkbook, will help solve their problems, and offer truly first-rate service, there is no reason why they should not save the shopping time and make you their printer. The companies that have pulled this off have often started by meeting with a client’s CFO. If you can communicate to that person that you have a way to save his or her company money and time, you are going to get a very receptive hearing.
Find out how much printing they buy. How much do they pay each year for their printing? Ask every relevant question possible and then set a time to come back with a follow-up meeting in which you will offer a plan. Don’t make that follow-up get-together an all-or-nothing, up-or-down meeting. Give them a general plan; have them comment. Then maybe one more meeting to finalize.
You don’t have to score on all three of these areas. You don’t have to make one of them work for every one of your clients. But by just starting the process, you will be re-shaping the mindset of your printing business in a way that will ready it to meet the profitability standard for the years ahead.