Published Articles

We Don’t Know…What We Don’t Know…..

Published Articles
Published in

American Printer

on Thursday, August 31, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“There’s a publisher -- two blocks from our plant!”…….3-Day Research Skills

                                                                                              Workshop Attendee

INTRODUCTION:

Is there any suspicion that “Curriculum Content” --- in higher education – in general…and “Business Development Training” --- in particular --- is --- “out-of-date”…. lacking something --- very important……?

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How Do We Get Everyone…. On The Same Page….And Improving That Page…..?

Published Articles
Published in

American Printer

on Thursday, August 24, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“….these highly paid individuals themselves are leaders….. and ought to lead……”……Frustrated Company Owner

INTRODUCTION:

From a series of email exchanges, prompted from reading this column from American Printer every week, that frustrated owner appeared to feel “squeezed”….by what he perceived as, (a) highly paid employees, (b) cut-throat competitors’ prices, and (c) scarce, unpredictable profitability in his company.

I “felt his pain”…….However, I recognize the conditions, and I did offer a suggestion I believe is worth consideration.

I call it: “My Self-Funded Profit-Growth Program”. Its formula is based on a number of common conditions

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Do We Recognize “Leadership Talent”......Do We Know Its Value..…and….. ……When It’s Missing?

Published Articles
Published in

American Printer

on Thursday, August 17, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“The only thing necessary for the triumph of evil…. is that good men do nothing……..”…………Edmund Burke

INTRODUCTION:

Think about….. if you will --- these several scenarios…………

1. Recently I heard a long-term V.P. of Sales say, discussing a rare --- bright, truly hard-working Sales Rep  --- under his supervision, “I’m bringing him along slowly --- there’s a lot he doesn’t know.” From this week’s phone call, that Sales Rep appears extremely frustrated --- on multiple issues….I don’t think his senior management is aware --- he’s close to leaving, which would be a real loss…………….

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Research Skills --- Key To --- Better Questions --- Improved Company Performance

Published Articles
Published in

American Printer

on Wednesday, August 9, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“If a little money does not go out, great money will not come in.”…Chinese Proverb

INTRODUCTION:

Many successful organizations in our great industry may expect to have at least one part-time Researcher on their payroll --- for uncovering prime opportunities, and knowing more about their current customers’ business and communication needs.

We’ve scheduled our first “Research Skills Workshop” --- August 29 – 31 --- in Winston Salem, NC.

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Are You Swimming Without A Bathing Suit….When The Tide Goes Out…..?

Published Articles
Published in

American Printer

on Thursday, July 27, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“You can tell who’s swimming without a bathing suit….when the tide goes out…(.and it always eventually goes out)”……Warren Buffett, Berkshire Hathaway

INTRODUCTION:

Evidence is all around us……for example….

Accountable Hold Me--- Sales Reps are mostly “harvesting orders” from long term customers, and aren’t calling on and developing prospects.

--- CSR’s are reactive, and generally not proactive with customers, or prospects.

--- Sales Managers are not leading by example, and aren’t instructive --- holding Sales Reps accountable for the productivity of their time.

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Integrity…..and Authenticity…… Have New Meaning for Today’s Young Buyers

Published Articles
Published in

American Printer

on Thursday, July 20, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“The highest reward for a man’s toil is not what he gets for it, but what he becomes by   it.”……….John Ruskin

 INTRODUCTION:
Our client’s president was “beside himself” --- over multiple troubling issues, when he called:

  • Well over 50% of his company’s customers’ orders --- were late on delivery --- some by over a week.
  • He had overbooked his plant, going into December, fearing he would not have enough work for his committed payments --- then, after almost booking his plant “to the rafters”, key customers started calling-in and booking the orders he’d quoted them --- weeks earlier.
  • One of his key employees --- appeared to be sabotaging him --- and the company: working at half-speed, half-way skipping important press maintenance, and complaining to other employees about the condition of the company’s equipment.
  • Multiple clues indicated that he was leaving “money on the table” re. pricing.
  • He was physically --- and emotionally --- exhausted. (But he had never stopped going to and working his customers, being out-in-front-of-them, with truthful explanations, and “updates”-- on what they should expect, and when.)
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Leadership Is Not A Matter of Title or Rank…..And….Many Are Watching

Published Articles
Published in

American Printer

on Wednesday, July 12, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Whether you know it or not…every Sales Rep, CSR, and management person in your organization is watching…. to see if you are personally making appointments, going on Sales Calls… and leading your department in the development of business….. …no one has to say anything.”………….Phone Call Discussion With V.P. of Sales

INTRODUCTION:
In a series of conversations with a talented, experienced V.P. of Sales, my opinion was that he had, unknowingly, become destructively comfortable --- directing --- Sales Reps to call and make appointments --- but was not himself doing that very thing. 

What he most likely was not aware…that everyone around him was recognizing --- as Lincoln came to recognize the symptoms in early stages of our Civil War --- --- what came to be called by reporters…as…“…a tent general…”

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Your Future Could --- or Could Not --- Include…..“Inside Sales Teams”

Published Articles
Published in

American Printer

on Thursday, July 6, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“I can’t wait to go back and begin contacting our ‘Neglected Customer List’ --- renewing neglected customer relationships, and developing orders from customers we used to serve….I’ll bet I can develop twenty -- before end of this year”……Talented, Motivated, and Experienced CSR, End of Day 4.

INTRODUCTION:

Inspired talent --- needs challenges, ongoing education and training, and opportunities….!

By almost any measure, last week’s 4-Day Sales Rep/Lead CSR Education & Training Program --- was a success.

With a range of talent and top to bottom responsibilities represented, more than one talented CSR…(and Sales Rep)….was inspired to go back --- and through “renewal of neglected customers” --- demonstrate and earn the opportunity --- to ask to be put on “Commission, with Base Pay”.

TargetAttendees were inspired --- on learning and experiencing --- Publicly Available Databases --- and previously unknown Websites --- for identi

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How Much Have We Dumbed-Down Customer & Business Development….?

Published Articles
Published in

American Printer

on Thursday, June 29, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“I remember…..we said we should review samples --- each week… ‘Don’t know why we don’t…!”……….Attendee, Sales Rep/Lead CSR Education & Training Program

INTRODUCTION:

We’ve dumbed-down learning, and sharing information between suppliers and customers --- and --- within our own organizations.

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What We Measure and Improve….Should Go Far Beyond…...“Delivered On-time”

Published Articles
Published in

American Printer

on Thursday, June 22, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Those who expect to reap the blessings of freedom must, like men, undergo the fatigue of supporting it.”…………Thomas Paine

INTRODUCTION:

With customers’ mergers and acquisitions occurring at an all-time frequency, your developing a pipeline of new business --- is a necessity --- just to stay in business.

We recently delivered a 2017 Customer Survey Analysis and Report --- to a long-term client. (It was their fourth Customer Survey.)  

Survey Results --- for creating immediate new business follow-up opportunities --- were just short of “outstanding” --- in my opinion --- as --- “Obtaining additional business opportunities from current customers” --- was a primary Survey objective.

Customer Survey response rate --- was almost….37%...!

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