Do all your customers know everything your operation can do? I rarely get a ‘Yes’ when I ask this question. In-plant operations typically serve many customers and internal departments producing a wide range of products and services. Yet many of those same customers may have little comprehension of the full breath of services your operation can produce.

Successful commercial printers and print/mail service providers take the time to conduct regular planning meetings with their largest clients. These meetings may be called quarterly business reviews, account reviews, executive business reviews, or planning meetings. At these meetings, senior level people from the client and the vendor attend. There is a structured agenda with a focus on the services, value, and metrics for print/mail services.