Do you have vision?
This is a question we ask ourselves every Monday morning as we are reviewing our sales pipeline. We bring up the list of deals that are in play, and we challenge each other. We pick at each account, each decision maker, each culture, each opportunity. We do this because we fanatically protect our value statements. "We help companies and their people grow®" and "We help our customers grow at 4x their market average" are statements we make without hesitation. But in order to say these things with conviction, we have to be brutally honest with ourselves about whether or not we think a potential customer is a good fit for our solutions. We want to win… but more importantly, we want our customers to win.
So how can we ensure that our customers win?
We steer clear of customers who lack vision. We don't deal with customers who lack discipline. As a result, we pull deals out of the pipeline and "disqualify" companies that are not a fit, because we know that without vision and discipline, our customers will fail - even if they buy our services.
If you are the Owner, President or CEO of a printing or staffing company, congratulations! This can be one of the most rewarding roles in the market today. The printing and staffing industries are remarkably similar from a structural standpoint:
Both the staffing industry and the printing industry markets are filled with growth opportunities and weak competitors.
Both are highly fragmented
Both business models are largely transactional.
Both have a small number of $ billion+ companies, a couple of dozen mid-market companies ($50 million - $250 million in revenue) and thousands upon thousands of SMB competitors.
In both industries, those companies with vision and discipline can grow rapidly by taking market share.
How do we know this?
We know this because our customers grow at 4x the industry average. Going back to our tagline: "We help companies and their people grow.®" Our customers grow because they focus on the five things that matter from a progressive improvement standpoint: