Case Study: Add On To Your Imaging Contract With MFPs

Your reputation precedes you. Oftentimes, entrenching yourself with a multibillion-dollar A&D (aerospace and defense) contractor is a matter of reputation. Establishing your reputation early and continually maintaining it are key components to keeping and growing your current portfolio of customers. "We tend to develop preferred status with our customers, meaning that some of our clients will not issue an RFP to anyone but us. We build a reputation first, which prequalifies us internally. This creates growth for our company in terms of labor services, additional technology investments, maintenance support, and consulting," says Neal Fischer, president of Hershey Technologies, an ECM systems integrator that is now capitalizing on its preferred status relationships. As a result, it anticipates 60% of its projected 15% sales growth in 2008 to come from existing customers. One source of revenue is from an existing A&D customer that Hershey has conducted business with since 1999. Used with permission from Business Solutions magazine