My business partner, Robert Fiveash, and I are keenly aware that right now, we are working four times as hard for the same amount of income. The economy has forced us to get lean and mean. And that’s not such a bad thing. We are fighting the good fight by trying new things and developing new services for our clients. These services are helping our sales team open new doors. It is not easy but it is rewarding. The adrenaline is pumping. Our eyes are open. And the ideas are flowing like never before. Trying times these are indeed. I think it has been helpful to look in the proverbial mirror. To dig down deep and ask ourselves some questions:

1. WHY do you do what you do? [Beyond the paycheck/profit.]
2. Do you truly believe promotional products are a marketing medium that works?
3. How can you contest the “no budget” responses, the “lowest price wins” situations and those savvy Internet commodity-based distributors?
4. Beyond what they expect (great pricing and stellar customer service) how can you create value for your customers? [You need to go deeper than “creativity” if that’s your answer.]
5. You likely have an uber-smart team with years of industry knowledge and existing client relationships; what else can you offer your clients…that no one else has?

By answering these reflective questions, perhaps you can source more meaning in what you do and why you do it. And maybe send you down a path of introspection and chart a course for redefinition.

People evolve and so should organizations. Your clients expect you to change with the market. Your company and employees depend on it.