2. Business Development to Drive Growth Lois Ritarossi, Senior Consultant Phone: 781-444-6849 lois@rogergimbel.com

3. 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

4. What is Your Value Beyond Print?

5. 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

6. 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 20092010 Mobile Marketing 2011 iPad/Tablet Apps

7. Content Rules WEB Business Systems ADS/POS RSS Feeds Mobile Email Social Media Direct Mail Literature on Demand Online Ads Podcasts Micro Sites

8. What is your value beyond Print? How can you help your clients’ succeed and grow?

9. Biz Development “Want to buy what I got?” “I’ve got some ideas to help you…” Sales Sales vs. Business Development

10. Consultative Selling Process Seeks to uncover needs Needs Works as a partner Partner Provides win-win solutions Solutions Builds relationships, then sales Relationships Adds value to client Value

11. Consultative Approaches Offers customer options Focus on Solutions Provides value See Clients’ Perspective Maintains integrity Provides Counsel Pro-active Listening Learns about client through questions

12. Selling Approach 1 Commodity Consultative 3 Trusted Advisor 4 Transactional 2

13. 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

14. The Industry in Changing Do you want to be part of their past?

15. The Industry in Changing Or Part of their future? As a Strategic Partner

16. Questions? Thank You Lois Ritarossi, Senior Consultant Phone: 781-444-6849 lois@rogergimbel.com