Managing competitiveness: 8 Pinclar Set: managing growth by changing the culture - When the family-owned printing firm Pindar was awarded the contract for the production of film for Yellow Pages directories in 1979, it established'a subsidiary, Pindar Set, specifically for the purpose. But the ending of a 10-year contract in 1995 led the firm and Yellow Pages to consider what arrangements might be put in place to take the relationship into the 21st century. In the end, they agreed to move to an annual contract, with significantly reduced margins. Our case study tracks how the company's response to this challenge - to introduce multiskilling, teamworking, annualised hours, twilight shifts and to make a serious investment in staff development - has seen it transform its business and go on to win the CIPD People Management Award.