Published Articles

Do We Train for Listening....Should We Train for Listening

Published Articles
Published in

American Printer

on Wednesday, January 11, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Listening is….the heart and soul of engagement” …….Tom Peters, The Little BIG Things ---163 Ways to Pursue Excellence

Listen to EveryoneINTRODUCTION:
Inviting a Consultant --- especially if it’s your first time inviting a Consultant --- to engage a project --- almost always sparks surprises.

The most minor improvements --- when well designed, tend to impact multiple levels, multiple corners…. of an organization.

Some projects are more successful than others…..Some projects are outrageously successful --- which can be scary --- for a short while.

If there are keys to one’s effectiveness, it might be described as developing a capacity to “listen” ….and “observe”…… and ….having a significant context of experience… in which to position… what one sees, and hears.

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Great Management Skills Are Not Necessarily Natural... Unless... You Are A Mother

Published Articles
Published in

American Printer

on Thursday, January 5, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“You can observe a lot…. just by watching….” ….Yogi Berra

Great Management SkillsINTRODUCTION:
I was wrapping-up the final hours of a long day with a client. Time had been scheduled to meet with the company’s President, Pressroom Manager, and Plant Manager.

Discussion ran for about an hour…. detailing…. what was not occurring that could and should… re. (a) Pressroom Performance Improvements, (b) Education and Training of Press Crews, (c) Posting of Pressroom and Press-crew Productivity, (d) Equipment Maintenance and Repair Logs, (e) Testing for Pressman color balance/color-bias --- in their eyes, and lighting, (f) Press-Shift Log Books, (g) Job Ticket Clarity, and Improved Layout, (h) Value of Written SOP’s, (i) Customer-Press-Check written SOP's for both customers and internal personnel, (j) written Performance Reviews for Pressmen, and (k) Supervisory practices.

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We Get Back… What We Thoughtfully Commit… &... Invest… for Customers

Published Articles
Published in

American Printer

on December 29, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The person who makes a success of living is the one who sees his goal steadily --- and aims for it, unswervingly.” ……………Cecil B. DeMille

INTRODUCTION:
How’s your focus…? And…where’s your focus…?

How's Your FocusRepeatedly, I experience company owners committing their organizations and resources to technologies and equipment, that though appropriate, also tend to neglect the relentless nurturing and development of:

(a) Customers…. and supporting

(b) Organizational structures (i.e., personnel, and customer-friendly, user-friendly information systems).

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Expectations… and Vision… Of… What Could Be

Published Articles
Published in

American Printer

on December 14, 2016

By Sid Chadwick,Chadwick Consulting, Inc.

“Riches do not consist in the possession of treasures, but in the use made of them.” …….Napoleon Bonaparte

INTRODUCTION:
When we step back, and engage a candid discussion about what can and should be improved, and then follow-up --- relentlessly --- incredible, good things --- seem to happen.

Recently, a group of companies took a chance, and attended --- in Indianapolis --- our ---Pressroom Performance Workshop.

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Asleep – At – The – Wheel

Published Articles
Published in

American Printer

on December 7, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The greatest danger for most of us lies not in setting our aim too high and falling short, but in setting our aim too low, and achieving our mark.”…..Michelangelo

INTRODUCTION :
“Comfort”… with doing what we do, the way we do it…..can be our “undoing”.

We recently received written, documented feedback --- through a major Customer Survey --- on behalf of our sponsoring client --- that… a significant number of that client’s customers:

  1. Attend Trade Shows …..(100’s of Trade Shows were reported…. from multiple customers).
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Revenue Performance Issues Need Quarterly Reviews

Published Articles
Published in

GreensheetBiz

on November 30, 2016

By Sid Chadwick

“I know you’re proud of your new technologies; you’ve obviously put a lot of time and investment into them. However, your year-to-date revenues and profits are down from last year. Do you know why? What’s your plan to reverse current revenue and profit trends? How do you plan to convert your investments into new technologies—into revenues?"—Print CEO Peer Group Discussion.

Most companies in our great industry do NOT conduct Quarterly Performance Reviews of revenue and profit changes from customers. Instead, senior management looks at the top-line and bottom-line of the company’s income statement; and, if the company’s leaders are somewhat okay with those two numbers, they don’t go digging “into the weeds” to find out what’s really happening between the organization and its individual customers.

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Print Providers: Review Estimating for Improved Profitability

Published Articles
Published in

GreensheetBiz

on November 30, 2016

By Sid Chadwick        

 “What gets measured gets improved.”—Peter Drucker

 

            The printing industry remains an extension of the minds and thinking that followed World War II., where a company looked for periods of economic growth and counted on a “rising tide lifting all boats.” A business grew its profits by packing-in orders and controlling costs. (Note: Our illuminating associations, even today, report the health of our industry as a reflection of our economy and economic expectations. Yet, all of us know well-run organizations that prosper—and grow—in slow times.) 

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Trade Show Opportunities… Previously Unrecognized… and… Untapped

Published Articles
Published in

American Printer

on November 29, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The greatest good you can do for another is not just to share your riches, but to reveal to him his own.” …………………………..Benjamin Disraeli

INTRODUCTION: 
We had just reviewed the “first wave” of Customer Survey returns --- those I labeled “A” and “B” surveys.

Opportunity(“A” Surveys were signed by the Customer --- and --- provided a phone no. to call for follow-up. “B” Surveys also provided significant information and opportunities --- but were not signed --- for immediate follow-up. Yet, by coding, we knew from which Customer each survey was returned. Note: Most of the Customer Surveys in these two groups --- were “A’s”. There were about 40+ --- with about that many more“A’s” --- expected to be obtained.)

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Profits Missed and Your Future Missing

Published Articles
Published in

American Printer

on November 17, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“I know this is an opportunity for us, but this just isn’t the best time to do this……… give me a call in six months”……. Senior Executive, Turning Down a Guarantee of $5,000 a week…. Minimum…….. Improved Profitability.

INTRODUCTION : 
Stepping back, my opinion is that we have a significant number of senior managers in our great industry --- who are little more than “care-takers” --- and way overpaid.

I’d visited that company a few months earlier. Their “waste” --- coming off their web press was obscene……two full bins --- per make-ready.

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Do You Have A….. “Director of Business Development”….?

Published Articles
Published in

American Printer

on November 10, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

It is easy to be brave from a safe distance….” ……Aesop, “The Wolf and the Kid”

INTRODUCTION :
Sales Reps can smell it…. quickly.

Experienced Buyers, when their Rep is accompanied by the Director of Business Development, can detect the condition….. quickly.

The condition?: …All Talk...And….No real Leadership…Follow-through…and Accountability…………!

Tell-tale signs?

 

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