should I take on custom recognition?

cquire new opportunities as your customers look to you for creative solutions.

Being the go-to Being the go-to problem-solver on behalf of your clients means they will think of you when they are challenged.

reak the “right” versus “right now” cycle.

Reframe the clientReframe the client’s needs as a function of effectiveness, not velocity. Ask the question, “What are you trying to achieve?” to reveal the truth behind their thinking.

reate an annuity.80% of our custom awards repeat annually.

istinguish yourself from your competitors.Prove yourself to be more than a broker of stuff. You can occupy a creative space as the sole provider for your clients.

nd the race to the bottom.

All distributors have the same All distributors have the same product sources as you do. Assume someone else—at some point—will be willing to take the order from your client on a thinner margin.

orego the RFP.

Ask yourself how many Ask yourself how many “bids” you’ve actually won—and what it cost you to participate in the ones you didn’t win. Participate in the process, but offer one-of-a-kind alternatives beyond the scope of the RFP. Think outside the bid!Think outside the bid!

ain protection from competitors by creating an exclusive product.

The circling vultures canThe circling vultures can’t find you if they don’t have the product. Shut out your competition with custom work. And be sure to work with vendors who will protect your relationship with the client.

elp your client by adding value to their business.

IsnIsn’t that what we’re all supposed to be doing? It’s about your client’s business, not yours…or your vendor’s. Solutions that are genuinely focused on the customer will always rise to the top.

ncrease your business base and margin.

You already have the customers, but You already have the customers, but are you covering all their needs? The awards category is about 5% of the promotional products market. That’s $50,000 of every million. Is your business aligned with those numbers, or do you have an opportunity to grow your businessyour business—and your margins—organically?

oin in or be left out.

8989% of organizations utilize some form of recognition for their achievers. If you’re not selling it, someone else certainly is. And what you don’t need is someone else snooping around your customer.