Published Articles

Revenue Demand… Follows… Developing and Educating… Customers And… Employees

Published Articles
Published in

American Printer

on July 27,2016

By Sid Chadwick, Chadwick Consulting, Inc.

“Others have been here before me, and I walk in their footsteps. The books I have read were composed by generations of fathers and sons, mothers and daughters, teachers and disciples. I am the sum total of their experiences, their quests…..And…so are you.” ………….Elie Wiesel

INTRODUCTION: 
Our Peer Group Meeting… left attendees,… writing… in their evaluations: I wasInspired…!

There were multiple presentations from attendees… that had been requested. As the presentations rolled forward… we became aware… that all of us needed… to hear… and…be reminded… of how much we are not doing… but could… and should….!

One attendee prese

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Serving Customers' Changing Conditions… and Expectations… Drives Prosperity

Published Articles
Published in

American Printer

on July 20, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“I find the great thing in this world is not so much where we stand, as in what direction we are moving --- we must sail sometimes with the wind and sometimes against it --- but we must sail, and not drift, nor lie at anchor.” ……Oliver Wendell Holmes, Jr.

INTRODUCTION: 
Direction is more important than speed.

Oliver Wendell HolmesA modest but growing number of your customers are aware that …. the supplier they want for the future…. is the supplier who is creating a “Continuous Improvement” culture….!

I’ll never forget the major Buyer --- visiting a long-term client --- for the first time. Our client had prepared a significant “Plant Tour” --- with all the bells and whistles they could orchestrate……It was impressive.

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Successful Estimating....Visions

Published Articles
Published in

American Printer

on July 12, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“Vision without action… is daydreaming…. Action without vision is……a nightmare.” …………….………………………. Japanese proverb

INTRODUCTION: 
Recently I was honored to interview a prospective employee for an “Estimator” position --- who previously served, over almost two decades --- as “an Estimator” --- at three different organizations. (In the process, I also asked my client’s president if he would sit-in and listen to the discussion, and the questions I’d drafted --- in the 15 minutes I had --- before the interview.)

For decades --- I’ve recognized that the Estimator function --- if purposefully managed for --- “what could be accomplished” --- has potentially the most influential position in the company. (And --- if I wanted to save and renew a company, short-term, I would plant both feet around my Estimator’s position, and creatively attack --- and communicate --- every opportunity, while also digging into Estimating records --- of the previous two years.)

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Does Everyone…Does Anyone……Understand…..?

Published Articles
Published in

American Printer

on July 7, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“It is not enough to be busy…. The question is: What are we busy about?” …..Henry David Thoreau

INTRODUCTION: 
I have watched companies --- of all sizes and locations --- implement “tuck-ins” --- where they: (a) take-over a nearby competitor’s customers, (b) bring-in the equipment they want or need, (c) invite key employees from the other organization --- into their company, and (d) pay the acquired company’s owners an agreed-to royalty --- for a limited time.

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Little to Fear From Bigger Competitors…….......IF…. Personalized Service…. Is Your Culture

Published Articles
Published in

American Printer

on June 30, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“Put it in lipstick on your mirror, or whatever …Any business…with delighted customers has a sales force they won’t have to pay; You don’t see them, but they are talking to people all the time.” ……Warren Buffett 

INTRODUCTION: 
Customer Calls UnansweredYesterday I listened from an adjoining office as my Administrative Assistant grumbled… she couldn’t get a major hotel chain to return her calls --- for two days. She was trying to book a group of eleven overnight lodging rooms for three days, plus meeting rooms, and meals --- for mid-July.

We tend to use that chain --- at least twelve times each year, in different cities.

What’s going on…..?

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Standards of Conduct

Published Articles
Published in

American Printer

on June 22, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“In the Jewish Faith, gossip is second only to murder --- as a crime” ....What It Means To Be Jewish

INTRODUCTION: 
I recently received permission to address a client’s Customer Service Department --- where quietly under the surface --- interpersonal communications had been “nasty”, “counter-productive” --- and “destructive” --- far too long.

Sure glad the hole is not at our end“Interpersonal communications” --- are not casually important. They inevitably affect employee morale, tone and quality of subsequent communications --- with customers and other departments, and certainly --- “Interpersonal communications” affect how much quality work can be produced --- correctly.

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Unrecognized, Untapped Talent --- In The Ranks

Published Articles
Published in

American Printer

on June 16, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“When I stand before God at the end of my life, I would hope that I would not have a single bit of talent left and could say, I used everything you gave me. .….Erma Bombeck

INTRODUCTION: 
Your employees, suppliers, and customers --- have ideas, and questions --- that can lead to significant developments for your organization’s future.

My observation is that most organizations don’t ask enough questions, or want to hear what might be changed --- for creating value --- too often because what’s working --- doesn’t require change --- at this very moment.

Performance Evaluation TipsWhether in discussions duringPerformance Reviews ”, or “

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What Matters Most… In Five-to-Ten Years… Tends To Be… An Unrecognized Priority

Published Articles
Published in

American Printer

on June 9, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“Figure out what will matter most in 5-10 years, and then build your strategy around that….” ………………….Jeff Bezos, Amazon, NCBC

INTRODUCTION: 
Digital Asset ManagementFor the better part of a decade, we’ve advocated that clients should seriously consider offering a “special service” --- for which they could charge modest fees.

The service” --- however --- would generate significant additional economic benefits --- from every client who used these services.

Fees for the service --- are practically irrelevant, compared to the tag-along commercial benefits--- for the “provider”.»Read more

Useful Understanding… Too Often --- Not Nurtured

Published Articles
Published in

American Printer

on June 2, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“Dumbness, to paraphrase the late senator Daniel Patrick Moynihan, has been steadily defined downward for several decades, by a combination of heretofore irresistible forces. These include the triumph of video culture over print culture; a disjunction between Americans’ rising level of formal education and their shaky grasp of basic…. science and history….” ……..Susan Jacoby, The Age of American Unreason

INTRODUCTION: 
The CEO Peer Group member was noticeably frustrated. His Business Development Department was making frequent, costly errors in Job-Ticket Writing, Estimating, and Communications --- to --- and from --- customers.

Recognizing a common problem, and the conditions supporting those costly errors, I had to ask a piercing question --- that addressed his conditions:

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THINK ‘PERCEIVED CUSTOMER VALUE,’ VALUE-ADDED PRICING

Published Articles
Published in

Greensheetbiz

on May 31, 2016

By Sid Chadwick, Chadwick Consulting

  

“So much of what we call management consists of making it difficult for people to work.”— Peter F. Drucker

 

I know a printer, a client of mine that created an innovative sales commission structure, where bonuses helped shape behavioral performance, thus generating increased profits for the printing company. The structure also elevated business development team morale and sales reps’ pride and competitiveness.

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