The DPFN Board is constantly working to plan programs and facilitate networking that will help members find this kind of practical help. Most publishers will be happy to lend you their experience. The small publisher panelists represented at the National Directory Conference had some other suggestions for competing successfully. On the panel, along with Mary Wong of ADM, were Michael Lyons of Tower Publishing and John Russell of Columbia Books. To the extent that you can, handle individual orders yourself - it's a good way to learn about your customers and markets.
Small publishers are in a better position to develop personal relationships with their customers.
Make the time to pull back, look at the big picture and develop a strategic plan. Take advantage of your smallness to make the time between information gathering and publication as short as possible. Rather than bidding out all products once a year, try bidding each book separately to a stable of printers you're comfortable with. The printer who's best for one may not be best for another. Leverage your business via strategic partnerships with major players.