Asking the customer to change is the wrong question, almost everyone defends the status quo. Looking for ways to make your interactions with the customer more efficient (for the customer) is always a good idea. If you’re not thinking that way, I’m sure your competitors are!

Getting clear about what you and your team are good at is a great start to figuring out where you can go and what you can take advantage of in this changing digital world.

I don’t know of one print business today who isn’t thinking they urgently need to evolve, transition (insert your favorite synonyms for “change”). I believe there are two types of change, one produces incremental change, and the other produces real change. My favorite “what not to do example” is what larger companies frequently call “re-organization.” [...]

Conversations are critical to your business – asking great questions is a great way to lead conversations in the direction of your desired outcomes.

Everything is changing, I got that, now help me determine what to do about it?

There’s a good chance that you’re overlooking potential and opportunities right under your nose (more business from your existing customers and unrealized potential from your existing employees).

Are you spending your precious sales resources telling your prospects about you OR are you listening for their challenges so you can SELL them on relevant benefits?

Planning makes sense when you’re working with certainties – stable markets, stable product, stable customers. We are in an unstable time. Your assumptions need to be tested very early in the process in order to start the learning immediately.

Your story is told when you’re not around. Your story is told from the perspective of the people you serve (customers) and the people who do the serving (employees). Do you monitor your story? Have you ever documented what you want your story to be?