Published Articles

Abundant Resources...Everywhere We Turn…If We Would But Open Our Eyes…and Move Forward.……

Published Articles
Published in

American Printer

on March 16, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“And I say to you, Ask, and it shall be given you; seek, and ye shall find; knock, and it shall be opened unto you….”……Luke: 11:9

INTRODUCTION: 
Yesterday, I attended an Advisory Committee for a regional Graphic Arts Program, located in a private, regional university.

Discussion PointOn the Agenda, for the Advisory Committee Meeting, chaired by Dick Vann of PostMark, was the item labeled, “Recruitment”. 

The Graphic Arts Program Chair --- believed they had a problem --- finding additional students.

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Raising Margins --- Without Raising Prices…………

Published Articles
Published in

American Printer

on March 10, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“It is not the crook in modern business that we fear, but the honest man who doesn’t know what he is doing.”………..Owen D. Young

Raising Profit MarginsINTRODUCTION: 
Yesterday was just short of thrilling…….!

Seven organizations, attending our Pressroom Performance Improvement Workshop --- learned multiple opportunities for increasing their Pressroom’s contributions --- to their company’s future economic performance.

 

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No Silver Bullets…..but….Lots…of “Silver Buckshot”… In Champion Organizations!

Published Articles
Published in

American Printer

on March 3, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

 

“We finally had to face the fact that we had 20-year veterans we counted-on…who no longer knew how to pick-up the phone…..and call for an appointment with a target prospect.”….……………………..Sr. V.P., Sales & Marketing

 

INTRODUCTION:

 

Lack of accountability, and this “sense of entitlement” --- seems

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THINK ABOUT QUARTERLY PRESIDENT’S REPORTS

Published Articles
Published in

GreensheetBIZ

on February 25, 2016

By Sid Chadwick

Frequency and intimacy of company communications—to customers, employees and suppliers—tend to be more important than you might ever guess. For most organizations, your customers tend to know less than 40 percent about: (a) what your organization is capable of providing, and why that might be important to their economic future, (b) what you’ve just improved, (c) what you’ve just installed, and (d) what you plan to expand or install that could be important, again, to their economic future.

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Fundamentals …Are Still Important… Sometimes Critical

Published Articles
Published in

American Printer

on February 24, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“Organizations that believe they can’t afford ongoing education and training don’t realize they’re already paying for it (through lost performances, errors, unwritten SOP’s, and missed opportunities) --- they just don’t receive the benefits…”.....Allie Hutchison, Chairman, Hutchison-Allgood

Education and Training AffordabilityINTRODUCTION: 
When did we stop, as an industry, educating customers --- and our personnel --- on the value of when --- and how --- to use print-related solutions --- and communications?

In client-sponsored Customer Surveys, over much of the last decade, buyers repeatedly, consistently tell us that:

  1. Sales Call »Read more

Feedback Can Be Critical --- To Performance Improvement

Published Articles
Published in

American Printer

on February 18, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“We must believe that we are gifted for something, and that this thing, at whatever cost, must be attained.”…………………..Marie Curie

INTRODUCTION :
Our client’s president was visibly upset…….. visibly angry.

Feedback LoopHis Account Management team was not following-up on his requests. His admonitions were not moving them to do what group discussions had made clear --- needed to be done…….Could be done………….Should be done.

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New Talent… and Clarity…… Drive Your Future

Published Articles
Published in

American Printer

on February 11, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The best time to plant a tree was 20 years ago. The second best time…. is now.”………………………Chinese Proverb

Plant a TreeINTRODUCTION: 
Every client we work with today has need of key personnel, with relatively rare, seemingly hard to find talents and skills.

Yet, we also see, repeatedly, that those clients --- who are specific in the talents they are seeking --- and the objectives they want to accomplish --- seem to find -- those talents.

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If Not Now…….... When………….?

Published Articles
Published in

American Printer

on February 4, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“One can not afford to neglect opportunity”……..Sun Tzu

INTRODUCTION : 
Most organizations have identified what they want to accomplish this year….However ---What’s the plan?

Who has the plan?

Who’s responsible for…. implementing the plan?

Is the plan --- written? How frequently is the plan reviewed?

Does the plan support our organization’

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Listening is………..

Published Articles
Published in

American Printer

on January 28, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The key to success is to get out into the store and listen to what associates have to say. It’s terribly important for everyone to get involved. Our best ideas come from clerks and stockboys.”…………..Sam Walton, founder, Wal-Mart

INTRODUCTION: 
It has been my observation that too many Sales Reps, Managers, Supervisors --- and others in leadership positions --- do too much talking, and not enough:

  1. Listening.
  2. Asking --- thoughtful questions --- that elevate the discussion.
  3. Planning --- before their next important discussion --- for what they need and want to learn.
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Pricing, Revenue & Profit Opportunities --- That Are… Too Often… Neglected

Published Articles
Published in

American Printer

on January 21, 2016

By Sid Chadwick, Chadwick Consulting, Inc.

“The mind is everything…..What you think….you become.”…..Buddha

INTRODUCTION: 
At a CEO Peer Group Meeting some months back, part of the Agenda they allowed me to present focused on “Pricing, Revenue and Profit Opportunities --- that tend to be Neglected.”

OpportunityThe group was somewhat unique in my experience --- allattendees appeared to represent second generation owners. One or more of their parents, or grandparents, sometimes uncles, etc. --- had started their company, originally. (One attendee --- represented the longest continuous, family-owned print operation in the U.S. --- about 1900…..truly a distinction of honor.)

And, it appeared to me that all f

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