Is Your Best Closer…..Hidden…. Deep…. In Your Organization………..?

Published Articles
Published in

American Printer

on Thursday, May 18, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Never tell people how to do things…..Tell them what you want them to achieve, and they will surprise you with their ingenuity”……………….George Smith Patton, Jr.

INTRODUCTION:

Improving processesOur Plant Manager’s Peer Group Meeting covered a wide range of issues, including,

--- “How to Improve Plant Safety”(multiple new resources were presented),

--- “How to Improve Your Plant’s Security --- for Becoming a More Valuable Supplier” (timing on this presentation was prescient….given recent global disruptions),

--- An eye-popping visit to Hendrick Motor Sports Campus (with seven car assembly

     and testing plants --- exceeding 100,000 sq. ft each --- where perfection is

    relentlessly pursued e.g., weights of tires are measured to .001…of a pound)

--- “Options for testing prospective employees --- for reading comprehension and math skills" ---

--- “How Successful Selling of Programs Leads To Improved Margins and Revenues" ---

     Including Digital, WideFormat, and Storage & Fulfillment” --- all --- requiring excellent Plant Management.

But then we askedWhich of you go on Sales Calls with your Sales Reps --- for gaining additional business…?

Only one Plant Manager could answer, “…Frequently… at my Sales Reps’ requests”….

Then, today, from a client in Ohio, I heard:

--- “My Plant Manager tends to be too internally focused….”

--- “However…in front of major customers, his internal focus goes away…..”

--- “When my Plant Manager accompanies me on a visit to a major customer,

     ownership of that customer’s performance --- becomes his, not mine….”

--- “When my Plant Manager takes over a customer’s challenging work, because he

     went on the sales call with me, he understands it, intimately, and organizes

     production in a manner that ‘Makes it happen’...”….and…..

--- “My customers see my Plant Manager --- differently --- from me (and I’m the

    President…!)…. I can say the same thing he would say…but when he says it, they

    hear it…. differently….”

SUMMARY:

I was personally only able to accomplish dramatic revenue and margin increases --- through integrating my Production Management --- early-on --- in almost everything I worked to accomplish.

I generally knew “The What”…. and my Plant Management almost always knew, or figured-out --- “The How.

Subsequently…. they wanted “The What” as much as I did…. when I included them --- upfront --- with my target prospects, customers, and Programs.

Team Work IdeasOwnership in the entire process, the entire project --- was not longer mine…..It had become “Ours” …and…we learned we could accomplish almost anything worth achieving --- if we included… The Team….…upfront.

You have no idea how much you are missing…. to not insist that your Plant Management……..and Technical Experts…..make purposeful Sales Calls…….with your Top Sales Reps….!

“Towering genius disdains a beaten path…..It seeks regions hitherto unexplored.”………………..Abraham Lincoln