Having the perspective of being a buyer, seller, and producer of your service is a great advantage to a company facing the challenges posed by convergence and change.
* I was first a buyer and client of your type of services My first introduction to the industry occurred when I worked in the Patient Financial Services department at a major hospital system. Charged with "Improving Patient Billing Satisfaction", I was on the receiving end of many different sales pitches from your competitors. Later, I experienced the implementation practices of the provider I chose and the ongoing project management after "go-live". I developed a strong opinion of the good, bad, and ugly of what the industry does, and does not, offer. I have never taken off my "customer hat". Today, more than ever, we must keep the customer's perspective, needs, and goals at the forefront of everything we do. If we don't, someone else most assuredly will.
* I successfully sold the services Keeping my "customer hat on" and remembering what it was like to be a customer served me well as a sales person in this industry. I sold into the healthcare market initially, then branched out to the financial, government, and P&C insurance markets. I went from $400,000 annual sales to over $4.5 million annually in 5 years with a total contract value over $22 million.
* I managed production of the services The experiences of being both a buyer and seller of business communications provided an orientation as to how production directly affects the customer and sales. I was in charge of production, employees, equipment, and service attainment. Additionally, I developed new and complimentary services to include EBPP, Return Mail Service/Automation, and sales training of "Business Communication" and "Mission Critical applications.