How can an awards shop finetune its client list?

We value every client, but there are those that take up a lot of time, and we would all like to replace them with less time-consuming and more profitable business – and we can if we keep finetuning our client list.

Every business must make a genuine effort to search and replace small margin accounts for a better and more profitable one. My suggestion when searching for new clients is to go where you are comfortable and feel as if you can relate to these new prospects. Remember: people buy from people. This is what both large and small businesses live by. It is important to remember to be true to yourself and to be consistent in all of your business dealings.

-Stephen Capper, A-1 Awards

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Stephen L. Capper

Stephen L. Capper, along with his wife, Nora, and their daughters, Jami and Toni, owns and operates A-1 Awards, Inc. in Indianapolis. He has been associated with the awards and recognition industry for over 45 years, and has given numerous seminars since 1979.

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Charlie Fox

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