Key Take Aways
- In-plants operate on at least four business or financial models.
- The different models impact how they are evaluated and if they know their costs.
- Understanding the model can also help you realize how much they value reducing costs and their vulnerability to outside threats.
[Tweet “Read More”]
In-plant Financial models and How They Impact Decision Making, Purchases and the RFP Process
In this blog, we will talk about four different business models or financial models used by in-plants or corporate and in-house print centers as they are sometimes called. Understanding the financial model that an in-plant uses is important in the sales process as it impacts their motivation to seek out solutions and the benefits you should highlight in your conversations with the customer.
The knowledge you gain from understanding the issues a financial model can cause will help you better drive the sales conversation to a successful conclusion. For more about sales questions, see our post, “8 Probing Questions to In-plant Questions to Sell Workflow Solutions.”
