In his latest blog, Marcus Clifford, The PrintBoosterologist! Dares to tread a well-worn path… Maybe
I’ve had a flurry of recent conversations with business owners about mergers, acquisitions, and consolidation. The pattern is familiar: initial energy and optimism, the belief that “this could be the one”… followed by drift, imbalance, and disappointment.
One party begins to shape the deal to suit themselves. The other starts making concessions—motivated more by hope than logic. The supposed benefits edge further into the distance, contingent on a string of “maybes”: maybe it’ll improve our margin? maybe it’ll just work out? maybe it will be the solution to our problems.
And that’s when I ask: Why are you really doing this?
In tough markets—where growing the top line is hard and holding margin is harder—it’s tempting to see a deal as a shortcut to growth. But too often, it’s a detour. Across the print and visual communications sector, we’ve seen many M&A stories unravel under the weight of unrealistic expectations and tempting sales injections. A more robust business model?
I have spent much time over the years discussing mergers, acquisitions, target companies, the synergies that can be created, and the strategic benefits, and I am a great advocate of this as a growth option, but too many reviews of a merger, acquisition or some quasi consolidation are really life-raft grabs.
I always ask and look at why top-line growth is not being fully explored and properly undertaken, and control is not being taken. Employing a salesperson, if you can find one, is now seen as high risk, and why gamble your future on another person’s might do?
Here’s the truth: top-line growth is difficult, but not impossible. Good businesses, with the right mindset, the right approach, and the right support, are growing, not through shortcuts—but through clarity, creativity, and consistency.
Business growth blog
What’s changed, and what does that mean for you?
Customer needs, roles, and behaviours have all changed. The buyer is more informed, more digitally enabled, and more risk-averse. They do 60-80% of their research before they speak to anyone in sales. So, your story—your value—must be clear, compelling, and easy to access.
The whole connection, customer engagement and development revenue generation process, yes I am avoiding use of sales process is different, has changed and those that recognise this are winning out.
Buyers want collaborators, problem-solvers, educators. Those who understand what they value and can help them see a better way forward.
One small but significant issue is job titles, and there are many strands surrounding creating connections with new customers for revenue growth. It’s time to retire stodgy job titles and tired propositions. Replace them with roles and messaging that reflect value, innovation, and intent. Inspire at every touchpoint. Innovate at every stage. Lead with why.
More has changed as well which needs tackling in different ways.
Innovation has always been a differentiator, but it a more powerful game card now.
Innovation isn’t just a product. It’s a culture. A mindset. A message. It’s how you show up, how you think, and how you engage.
Those who are winning today:
- Understand and solve tomorrow’s problems, not just today’s.
- Build ecosystems around themselves—partners, collaborators, enablers.
- Lead with value propositions that are rooted in empathy, clarity, and trust.
- Communicate risk reduction clearly and consistently—especially in quotes, estimates, onboarding.
In a post-COVID, VUCA world (Volatile, Uncertain, Complex, Ambiguous), customers crave simplicity, clarity, and confidence. That’s your edge. Cut through the chaos. Be the one they can trust
Growth is not a department—It’s a company-wide commitment
Sales is no longer a solo function. It’s a cross-functional process involving insight, marketing, innovation, and service. Everyone owns growth. Everyone owns value.
You don’t need a miracle to grow. You need mindset, momentum, and a message that moves.
Business growth blog
So Why Not You?
Someone out there is growing. Someone is gaining market share. Someone is doing work that’s valued, remembered, and rewarded. There are so many great companies doing such good things across or sector. What’s stopping you?
Don’t wait for a deal to save you. Don’t hope your way to growth.
Build it. Communicate it. Own it.
And if you need a sparring partner for that conversation—I’m always up for a coffee to discuss.
Marcus Clifford
Print Sector Business Coach, Positive Psychology Coach & Consultant
📞 0774 381 8806 | 📧 Marcus@printboosterologist.solutions
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