Sales & Marketing
Ideas, Actions, Results
March/April 2007
The IPA Executive Forum and Business Development Conference examined industry trends and provided attendees with ideas and an action plan to improve and build upon their existing base of business. Download PDF
The IPA Executive Forum and Business Development Conference examined industry trends and provided attendees with ideas and an action plan to improve and build upon their existing base of business. Download PDF
The RFI/RFP Process
by Sid Chadwick
March/April 2007
You can be assured that failure to “professionally respond” to either an RFI or an RFP moves your organization to the back burner of potential suppliers to the buyer organization—possibly for years to come. Download PDF
March/April 2007
You can be assured that failure to “professionally respond” to either an RFI or an RFP moves your organization to the back burner of potential suppliers to the buyer organization—possibly for years to come. Download PDF
Automating Your Graphics Workflow
by Joe Bracken
January/February 2007
How an Integrated Workflow Can Grow Your Business. Download PDF
January/February 2007
How an Integrated Workflow Can Grow Your Business. Download PDF
The Digital Data Game: One Company’s Approach
by Gary Sutula
January/February 2007
The need to manage assets and projects digitally to streamline workflow has become apparent, but companies also need to leverage asset management to create the greatest benefit to their clients as well as to their own bottom line. Download PDF
January/February 2007
The need to manage assets and projects digitally to streamline workflow has become apparent, but companies also need to leverage asset management to create the greatest benefit to their clients as well as to their own bottom line. Download PDF
Improved Customer Communications
by Sid Chadwick
January/February 2007
Only organizations that integrate customer feedback and provide customers with systematic, useful information can expect to remain in business. Download PDF
January/February 2007
Only organizations that integrate customer feedback and provide customers with systematic, useful information can expect to remain in business. Download PDF
On-the-Job Training: Is It the Best Way to Develop a Salesperson?
by Dave Kahle
November/December 2006
Management should address the issue of developing effective salespeople with a systematic approach to teaching the best practices of the professional salesperson. Download PDF
November/December 2006
Management should address the issue of developing effective salespeople with a systematic approach to teaching the best practices of the professional salesperson. Download PDF
Great Customer Service, Excerpted from IPA’s Great Customer Service Workbook
September/October 2006
An organization with mediocre account executives and great CSRs can grow their performance. However, an organization with great account executives and mediocre CSRs can, at best, do no better than “hold their own.” Download PDF
An organization with mediocre account executives and great CSRs can grow their performance. However, an organization with great account executives and mediocre CSRs can, at best, do no better than “hold their own.” Download PDF
Integrated Marketing
by Sid Chadwick
September/October 2006
An integrated marketing approach should feed differentiation and future performance. Download PDF
September/October 2006
An integrated marketing approach should feed differentiation and future performance. Download PDF
Market Differentiation: The Deciding Factor
by Sid Chadwick
July/August 2006
The challenge for organizations is to apply competencies on a customized individual basis with each customer. That’s why they come to you and that’s what’s expected. Download PDF
July/August 2006
The challenge for organizations is to apply competencies on a customized individual basis with each customer. That’s why they come to you and that’s what’s expected. Download PDF
Developing a Customer-Centric Graphic Arts Organization
by Sid Chadwick
May/June 2006
Our Mission is to spoil our customers so much they would never want to leave, and no one else would ever want them. Download PDF
May/June 2006
Our Mission is to spoil our customers so much they would never want to leave, and no one else would ever want them. Download PDF