drupa Essentials of Print: Silas Amos
With our recurring drupa Essentials of Print series, we deliver a series of articles, from designers, brand owners, printers, converters, journalists and influencers, providing them with a platform to share their opinions on the latest developments of the print industry.
“As Henry Ford put it “You can’t build a reputation on what you propose to do.” In order to ignite interest you will need to show successful applications of the tech you are championing. The reality is that getting to these first concrete examples often comes from the first work being ‘given away’ to prove its worth. In blunt terms you have to put some skin in the game – on your own time and from your own energy
The value the innovation can bring needs to hit several targets in order for your client to become truly interested in it… In cost and speed it should be competitive or provide an affordable alternative to typical processes in the right context.
Only the reckless would bet their career and core business or brand on an untested new approach. There are two
magic words that can unlock the proposed project: ‘Pilot scheme’.
Be it with competition amongst creative agencies or amongst solution-providers in the print world, we are all used to a ‘dog-eats-dog’ approach to business. But with innovation, if you only stick to selling the one thing that you alone can do, there’s a chance you will become disconnected from your client’s bigger challenges and processes, especially when looking forward.”
Silas Amos has written the text “Making things happen – 5 ways to persuade a client to be bold and innovative with their print” for anyone who has a new piece of printing technology to use, but no immediate queue of clients lined-up who will either understand its advantages or see why they should be the first to use it. In other words – you know you have a new solution to offer, but the challenge is your clients don’t recognise a problem that needs fixing…
About the Author:
“Have passion, be positive, embrace new technologies, be open for partnerships and teamwork and care about genuinely resolving your client’s challenges”
“The majority of customers will be happier as followers of a proven approach than as innovators of something less tried and tested”
“You need to be a passionate, informed and inspiring spirit yourself. You won’t convince others if you are not convinced yourself!”