Printwear

February '19

For the Business of Apparel Decorating

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1 0 P R I N T W E A R F E B R U A R Y 2 0 1 9 Your Personal Business Trainer V i n c e D i C e c c o BUSINESS BUSINESS MANAGEMENT MANAGEMENT DO YOU HAVE A STRATEGY FOR MANAGING CUSTOMER ACCOUNTS? Takin' Care of (Current) Business I magine your worst nightmare be- coming a reality. Your spouse finally convinces you to get a check-up. But there's nothing wrong with me, honey! I've been in great health, minus that little bout with what we thought was the flu. Oh, and that hacking cough I sometimes get in the mornings. So, what's all the fuss about? Then, a few days after the examination, your doctor calls you and your spouse in for a "consultation." The doctor's words fall upon you like a bomb, as she discloses that you've got an untreatable illness and only six months to live. "If I only had some warning, I would have taken better care of myself. If I'd gone for my annual physical like I should have, maybe they could have caught it in time." Hopefully, this is only a nightmare, rath- er than what any of us are going through. But I bring it up as an analogy to illustrate how you should proactively be minding the health and wellbeing of your key cus- tomer accounts before it's too late. If you've ever lost a client but "didn't see it coming," you know what I mean. By taking a proactive approach to car- ing for today's business, competitive at- tacks can be thwarted and their damage minimized. And my prescription for this malady is simple: Conduct effective busi- ness reviews. WHY BUSINESS REVIEWS? Business reviews give you the opportunity to "get caught doing your job." They can strengthen the communication bond be- tween you and your customer. In a review of the past year's business, you can praise the progress you've made together in im- proving productivity or reducing waste.

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