SMP Group’s Business Development Director joined ten other leading industry lights to discuss the key factors necessary for successful business development. The outcome of these discussions formed the bases of a cover story for the July issue of Printing World.

Some of the comments in the round table were;

“Print companies get caught in the ‘me-too’ trap. They’re so fixated on quoting for everything that the client uses, they don’t take a step back and ask ‘what are you trying to achieve?.’ Print is a derived demand. No one actually wants the piece of paper with ink on it. They want it for what it’s going to do for them in terms of brand communications or driving footfall.”

“ You’ve got to be able to speak to both print buyers and creatives with the right tone of voice. You’ve got to talk to the print buyer because they write the cheques and determine what goes through the presses. But there’s got to be a strategic contact at the client too, because the marketing budget is going to be set by the managing director and the marketing director”.

See the full article in the July 2007 issue of PrintingWorld, cover story pages 40-45.