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Results 1 - 8 of 8
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Prospect Qualification Tool: Web-to-printFeatured
Knowing which opportunities to pursue, and which ones to let pass, is critical to the success of any business. Caslon's Prospect Qualification Tool (PQT) helps print service providers identify which customers and jobs will be the most profitable for their business. Designed for easy use by sales managers and reps, it helps you determine if an opportunity is really worth going after. This specific PQT has been developed for analyzing Web-to-print opportunities.
Published 2008
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Prospect Qualification Tool: ProductionFeatured
Knowing which opportunities to pursue, and which ones to let pass, is critical to the success of any business. Caslon's Prospect Qualification Tool (PQT) helps print service providers identify which customers and jobs will be the most profitable for their business. Designed for easy use by sales managers and reps, it helps you determine if an opportunity is really worth going after. This specific PQT has been developed for analyzing Production or short-run opportunities.
Published 2008
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Advice from Experts: Getting approval to create case studies
Having your own case study can be a powerful sales tool and can drive new business for your company. But how do you get your customer to agree to publish a case study? We talked to three PODi members about how they get approval and here are their suggestions.
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Mutual NDA (Non-Disclosure Agreement)
This Mutual NDA protects everyone’s interests and contributes to a trusting long term relationship with every new customer. It is an easily read document, so your client should be comfortable reviewing it without feeling the need for a lawyer. (No confusing "party of the first part" text.)
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Needs Analysis Guide and Questions
What are your client’s real business drivers? They may need prompts to help them articulate their goals for any campaign. This set of questions guides you through the Needs Analysis stage. It helps you pinpoint the client’s problems, while also providing data for the Value Calculator.
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Plan Letter: On to Needs Analysis
You’ve had a positive first meeting. Now it’s time for the critical next step. Get expectations in writing in a Plan Letter, and you’ll have a good foundation for moving forward into Needs Analysis.
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Sample: Statement of Work
After you get a tentative agreement on schedules and payments, you’re ready for a signature on a Statement of Work. A Statement of Work will help clarify and confirm everyone’s expectations. Clear communication upfront saves hours of grief later on.
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The Pricing Process: Are You Leaving Money on the Table?
Most printers use cost-plus pricing, fondly known as "the path to financial mediocrity."
This presentation from the 2008 AppForum explores how to determine the true value of solutions to customers and how to build pricing from that information. Market-based pricing is also covered - even your conventional print jobs should be priced for optimum profit.
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