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Business Development to Drive Growth
Lois Ritarossi, Senior Consultant
Phone: 781-444-6849
lois@rogergimbel.com
A Worldwide Consulting Firm
Offering
Consulting for
business
development
Offering
Results
Increased
revenue
More profita...
What is Your Value Beyond Print?
Communication Challenges
Customer
Service
Reduce
Expenses
 Treat each customer
differently
 Improve customer
loyalty and...
The Change Constant
1995
E-Commerce
1994
The Web
1997
Content
Mgmt.
2000
One-to-One
X-Media
2002
Marketing
Analytics
2005
...
Content Rules
WEB
Business Systems
ADS/POS
RSS Feeds
Mobile
Email
Social Media
Direct Mail
Literature on
Demand
Online Ads...
What is your value beyond Print?
How can you help your clients’
succeed and grow?
Biz Development
“Want to buy
what I got?”
“I’ve got some ideas
to help you…”
Sales
Sales vs. Business Development
Consultative Selling Process
Seeks to uncover needsNeeds
Works as a partnerPartner
Provides win-win solutionsSolutions
Bui...
Consultative Approaches
Offers customer optionsFocus on Solutions
Provides value
See Clients’
Perspective
Maintains integr...
Selling Approach
1
Commodity
Consultative
3
Trusted Advisor
4
Transactional
2
Why Business Development?
Value beyond hardware and software
Differentiate from competitors
Industry results – Producti...
The Industry in Changing
Do you want to be part of their past?
The Industry in Changing
Or Part of their future?
Questions?
Thank You
Lois Ritarossi, Senior Consultant
Phone: 781-444-6849
lois@rogergimbel.com
Lois Ritarossi - Global Channel Partners Summit 2012
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Lois Ritarossi - Global Channel Partners Summit 2012

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  • Our goal is to help customers increase revenues develop high value applications Who are we? An independent , international management consulting firm. What do we do? Work to ignite business growth through digital technologies. What do we provide? Operational analysis, specialized sales and marketing support, strategic planning. As the independent 3 rd party consultants – real world experience Many of you know my background in printing for 35 years, and my team consists of 7other consultants in the US and the UK. Many won’t trust Xerox or GMC to do the type of work that needs to be done to support new sales and new revenue Our team has real world experience in their industries and can provide insight and knowledge to strategically support their goals
  • What your biggest challenge today? Your customers have challenges – most of their challenges – fall into 3 buckets Position your company, your products and services to solve their challenges – you can deliver solutions – will be valuable to your customers – position your company – new applications, higher profits Short presentation – power of Variable data Ask few of you to share – what industry your company is in What your biggest challenge from a sales/ marketing perspective is
  • All print is part of marketing communications – What trends have impacted marcom in last 15 years Social media has changed marketing and will continue to How many were on and using twitter 1 year ago? Today? Obama –campaign – unprecedented social media usage How many – didn’t know what twitter was before this year? NYT – quote – success of obama campaign – was they saw the power Understood you could use the web to lower the cost of building a political brand Create a sense of connection and engagement and dispense with command and control method of governing to allow people to self-organize and to do the work
  • How do you do it Your customers are faced with this reality They have to have branding, messages, content for all these channels What does it mean to you? Think of print as part of communication process – managing content repurpose it for different channels
  • Roger Business development Creates relationships and looks at ways to increase the value of the relationship amongst all parties Places the customer squarely at the center of everything a business does Sales and Biz Dev are two different things
  • Lois Their approach is from what is the value for the client? Talk about sales skills – approach Be a consultative – this is something where our team provides training – not going to happen in a day or two – vision needs to come from management team to create this as part of the culture of your organization Read slide Know you add value – help them measure results, ideas for improvement
  • Lois Sales approach – Consider – strategy for asking the right questions – make client feel comfortable sharing information People know when your motives are not true to them Conscious act – to put the customer first, w/integrity Convince others in your org to do the same Questioning/Listening skills Focuses on solutions, not products Offers options, lets client choose Avoids product based solutions Provides counsel vs. quick fix In this sales approach – change your focus Solutions, options for customer Takes longer Seen as providing advice – earned the right to do this
  • Lois– selling approached – for Print and most services 1. Commodity – where many in the industry are today – price is the primary factor for the client to make decision – ( roger add short perspective on why) 2. The next level is Transactional or project based – where you have a reputation for specific type of jobs, applications – reliable, consistent, many of you likely here with many of your client relationships 3. Consultative – some of you and some of your sales reps may be able to do this – be seen as experts who can help – you can work with clients at the beginning of a project to scope and provide value 4. Trusted Advisor – closely aligned with client to provide strategic input – one big distinction is the clients call you and ask for advice from a strategic perspective before or as they make decisions It take time and effort to develop your relationships to this level Now we are going dive into specific applications to consider for providing your clients value to build upon what the strategies we have been dsicussing around Trusted Advsior Introduce Brian Segnit to discuss the opportunity around photo books and we have a client here to share some case studies about their success w/photo books Transition to Brian
  • Business - tactical – features and capabilites – now more strategic – Tactical not enouugh
  • How can you be strategic – Fuji Film – Fuji xerox – offer strategic solutions- digital inadditional to consumables & plates Komori and Landa – global strategic partnership – komori to mfg and market new Landa HB -
  • Transcript of "Lois Ritarossi - Global Channel Partners Summit 2012"

    1. 1. Business Development to Drive Growth Lois Ritarossi, Senior Consultant Phone: 781-444-6849 lois@rogergimbel.com
    2. 2. A Worldwide Consulting Firm Offering Consulting for business development Offering Results Increased revenue More profitable applications Improved workflow Services  Business Development  Strategic Planning  Workflow Analysis  Sales Training  Marketing Campaigns  Customer workshops  Distributed Print Implementation  Training Course Development
    3. 3. What is Your Value Beyond Print?
    4. 4. Communication Challenges Customer Service Reduce Expenses  Treat each customer differently  Improve customer loyalty and retention  Correct messages reach the correct customers at the correct time  Maximize cross- sell/up-sell opportunities  Improve customer loyalty and retention  Measure the effectiveness and ROI of marketing campaigns  Control the costs of customer communications  Manage multiple communications channels Improve Revenue
    5. 5. The Change Constant 1995 E-Commerce 1994 The Web 1997 Content Mgmt. 2000 One-to-One X-Media 2002 Marketing Analytics 2005 CRM Age of Loyalty 2007 Social Media Cloud Computing 2009 2010 Mobile Marketing 2011 iPad/Tablet Apps
    6. 6. Content Rules WEB Business Systems ADS/POS RSS Feeds Mobile Email Social Media Direct Mail Literature on Demand Online Ads Podcasts Micro Sites
    7. 7. What is your value beyond Print? How can you help your clients’ succeed and grow?
    8. 8. Biz Development “Want to buy what I got?” “I’ve got some ideas to help you…” Sales Sales vs. Business Development
    9. 9. Consultative Selling Process Seeks to uncover needsNeeds Works as a partnerPartner Provides win-win solutionsSolutions Builds relationships, then salesRelationships Adds value to clientValue
    10. 10. Consultative Approaches Offers customer optionsFocus on Solutions Provides value See Clients’ Perspective Maintains integrityProvides Counsel Pro-active Listening Learns about client through questions
    11. 11. Selling Approach 1 Commodity Consultative 3 Trusted Advisor 4 Transactional 2
    12. 12. Why Business Development? Value beyond hardware and software Differentiate from competitors Industry results – Production solutions  Biz Dev engagement drives volume growth Biz Dev Focus  Marketing Strategy  Marketing Plan  Sales Training  Software deployment
    13. 13. The Industry in Changing Do you want to be part of their past?
    14. 14. The Industry in Changing Or Part of their future?
    15. 15. Questions? Thank You Lois Ritarossi, Senior Consultant Phone: 781-444-6849 lois@rogergimbel.com
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