by Deborah Snider, Senior Vice President, e-LYNXX Corporation
Working with the United States Government Printing Office (GPO) to supply the federal government with printing is very different from working with private sector commercial accounts. Fundamentally, GPO is contrarian to everything printers know about selling customers.
With commercial printing, printers large and small learn how to treat customers. Selling is requisite to gaining new business. Relationships are paramount. Pricing is based on what the customer is willing to pay. And when it comes to minor disagreements, the customer is always right, and if the relationship is sufficiently deep, even the cost for fixing the problem can end up in the next job.