Publications

20
Feb

The Trust Lubricant: Building Relationships to Sustain Your Business

What makes a good business relationship? It is a quality product? Open lines of communication to your client? The ability to fulfill every single client request? It’s probably a combination of these things, but the prerequisite to creating a strong, mutually beneficial relationship between you and your client is pure, unwavering trust. It sounds simple: if you have trust, everything else should fall in to place. But trust in business is hard to earn, easy to lose, and has a funny way of creating a rift in your relationship when it’s tested. So, how exactly do you build and maintain trust in a client relationship? It’s Not About You (At Least, Not Yet) Before you take on new client business, there are three important questions you must sit down and answer with your team. Are there compelling reasons I can present with conviction as to why I can serve this client as good as or better than ...

23
Jan

Stop Wasting Time on No-Chance Proposals

There’s a good chance you spend the majority of your business development time creating proposals, and you probably waste a lot of valuable time on referrals that don’t pan out. Fortunately, you can save time (and your sanity) by learning to avoid writing proposals for prospects who will never say yes. Is Your Proposal Creation Process Efficient? To answer this, first ask yourself the big question: is this a good fit? When you look at a potential piece of business, can you say in two or three short sentences why the prospect would benefit from doing business with you? If doing business with you is not the best option for the client, then you shouldn’t pursue the proposal at all. If the client’s needs don’t line up with what you have to offer, refer them to someone who actually has what the client is looking for. Trying to win the business of a client who isn’t a good fit for your company is a waste of everyone’s time. Examine the Relationship with the Client A relationship is the top indicator that a proposal is going to be successful. Leads that originate from ...

30
Nov

Take Your Business From Clunk to Cash

Bob Klunk got an article published about his Klunkisms! For the entire interview, go to killerstartups.com. That’s like picking up a turd from the clean end.

27
Nov

Bob Klunk was recently interviewed about DMI as a rising star! For the entire interview, go to killerstartups.com. I think everyone likes the romantic notion of being an entrepreneur, but few have the intestinal fortitude to make a change.

08
Nov

The Future of American Manufacturing and Distribution

DMI's Bob Klunk has been featured in Sustainable Business Forum! For the Full Article, go to sustainablebusinessforum.comImagine your manufacturing business as a chain. In the end, all of the links will work together to create your final product. The longer and more physically spread out your chain becomes, the more difficult it is to manage and work together to create a successful product.

09
Oct

The World Won’t Wait

Our own Bob Klunk was interviewed for a piece in M.O.! When the opportunity is right in front of you, it’s a bad time to sit and write plans. The world won’t wait. For the full interview, go to MO.com

28
Sep

Bob Klunk – Director of Distribution Management

Our very own Bob Klunk has been featured in IdeaMensch! If I go out with the intention of helping others with their businesses or careers, then plenty of good things happen for me and I don’t need to worry about it. It’s the source of all my leads and recruiting. For the full article, go to IdeaMensch.com

18
Sep

Service Businesses Have Brands Too!

Our very own Bob Klunk is a featured author in B2BMarketing.com! Brand messaging is a powerful and important service. At the same time, it can be difficult to convince a company that you can tell their story and present their brand as well as they can. You must be confident and careful in your approach when offering this service. Check out the tips I’ve laid out below, and you'll be better prepared to add this service to your repertoire. Bob's full article can be found at B2BMarketing.net.