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By Sid Chadwick, Chadwick Consulting, Inc. – 08/06/2021 Published in American Printer “My Direct Reports have a ‘Review’ with me… every Friday…they’re each expected to bring at least one suggestion for improving our productivity and workflow…every week…..We’ve been doing this since I was promoted…..and…. we’re seeing our profitability slowly improve….every month….(not too complicated…just requires relentless follow-through…)”………Rob Narron, The Print Source, Wichita, KS INTRODUCTION: This past week I listened to a consulting team from Heidelberg deliver a webinar, titled, “Industry 4.0 – Profit Matters”. The webinar I’m told was produced for Great Lakes Graphics Assoc., and sponsored locally by PICA (Printing Industry of the Carolinas). This webinar represents another example of how associations can share resources — for better contributions — members. The content was solid, relevant, and well-presented. (As a personal observation, the content was a well-developed “repurposing” of Continuous Improvement”, with multiple everyday mfg. plant examples – which made the program so relevant for their audience.) As the Program rolled forward, I found myself asking two questions: Will anyone follow up on this webinar’s content and put its profound principles into practice…? (Principles that Ray Prince and I used in our Pressroom Workshop series – over 5 years – generating additional multiple-six figures/yr. — for attendees.) Will the Heidelberg team also present principles — For continuously improving your revenue margins – By identifying preferred, target customer markets –– through targeted new account development – including — how to “identify” and “find” those target prospects — through “disciplined analysis” – and use of Databases – as is being taught at the U. of Houston’s Digital Media School….? SUMMARY: There’s so much more to developing a company – so that it can stand the challenges of changing times……that too often today look like “Quote & Hope”. Our great industry once supported a Program known as EDP – Executive Development Program – where young executives were educated on “Improved Print Company Management Principles”. I ask our various Associations, “What are you doing, what are you planning and developing – for sustaining our industry’s future…..? Where’s the leadership for developing renewed organizations…customers…and profitability….?” Seems Suppliers also have a huge stake in those questions… “Peter Drucker, the business guru, criticized business executives for devoting too much time to planning, rather than understanding the nature of the corporation itself. As he put it, ‘Culture eats strategy for lunch’.”….General Jim Mattis, Call Sign Chaos, p.179.

By Sid Chadwick, Chadwick Consulting, Inc. – 03/05/2021 Published in American Printer “I liked the selected articles you send us so much… that I ordered my own daily copy of The Wall Street Journal”……Greg Moquin, President, Moquin Press INTRODUCTION: Sometimes…. I get lucky…. I’ve just gotten off the phone from Moquin Press’ Business Development Manager….who had no experience in printing before about a year ago, and has just informed me that…….. “After our Sessions with you…we were willing to start with ‘One Business Development Education Session a Month’…after not having any……after a month or two, the Team wanted to go to ‘Two Sessions a Month’….and… recently… we went to ‘Weekly Sessions’…and we still can’t cover all that’s needing to be covered …..our recently hired, inexperienced Reps are exceeding what anyone thought they could accomplish…this quickly….and Production keeps running more smoothly…” When Greg Moquin and I negotiated a Program for developing their “Inside Business Development Team’s Performance”….. the central issue was never cost of the Program, in my opinion. (He told me what he was willing to pay, and we generally… went forward from there.) Most of the participants I’d not met, nor would I meet before delivering the Program…via Zoom…four — two-hour Sessions a week…with homework assignments…for five weeks. Key issues were…Content…..Relentless additional business….Culture….New, previously unknown and untapped resources…..and…Improving everything that can and needs to be improved ….including “Leads”……“Getting Appointments”…. “Direct mail mailings”….Development of actionable, written SOP’s for guiding new Reps…and… Significant collaboration between their Business Development Team — and their knowledgeable… experienced – and wise…. General Manager. SUMMARY: For 35 years, Moquin Press has been driven by a president…and his wife – whose fierce work ethic and desire to improve what their company name stood for – have grown their company. Greg worries – that his personal hours are not what they once were — 30 or even 20 years ago. However…he acknowledges — that his desire… and ongoing insistence… for improving what they do, in every area of their company – is no less. I don’t believe I ever experienced him backing away…. from any question I asked. “If you don’t think you can afford ongoing Education & Training for your organization (and especially your Business Development Team) – you probably don’t realize – you’re already paying for it….”……………Allie Hutchison, Sr., Hutchison-Allgood Printing Co.

By Sid Chadwick, Chadwick Consulting, Inc. – 02/05/2021 Published in American Printer “My favorite things in life don’t cost any money…. It’s really clear that the most precious resource we all have is time.”……..Steve Jobs INTRODUCTION: My morning appointment – for hot chocolate from Starbucks – with Scott, was 8:00. On “Lombardi Time”…I was 5 minutes early, and Scott was waiting for me, hot chocolate in hand……..As we walked through the lobby to his office, a familiar voice was heard to shout-out – loud enough to make sure Scott heard her, “Got another Referral… This Morning…!”(It wasn’t yet 8:00…) In his office, his “4’ X 6’ White Board” – on the wall next to his desk – in wording big enough to be read from 10’ away spoke volumes….to anyone…and everyone… who came into his office: What I saw, as I remember… included (but not limited to): Number of Referrals in the last 90 days… No. of 1st orders over $3,000…from Referrals (a significant number was recorded) No. of — 2nd orders from Referrals…in last 90 days. No. of “Periodic Business Reviews”… scheduled…last month…this month…next month. (Note: Multiple PBR’s were scheduled…including one that Friday.) Revenues this year vs. previous year, same period: (“Up 137%”.) No. of Proposals developed and delivered… in last 30 days…. No. of Late Deliveries…. in last 30 days…… Number of “Department Performance Reviews”… scheduled for next 30 days… SUMMARY: Subsequent discussion with this Client’s Sr. V.P. of Sales & Marketing… included that… personnel… from every department… seemed to find an excuse to come into his office…to get a quick glance at that Chart….to see how the company was doing – in the midst of the most dramatic pandemic in the last 100 years. (That White Board Chart….stayed updated…) When a series of Projects had developed that required everyone – from top to bottom…to come in and work long hours…even on Sunday….it happened….ownership to the company’s performance…was already owned…by everyone…. My experience is that it takes courage to put your personal responsibilities and public objectives on a White Board – and keep it up-to-date – for everyone… to know…and… have the opportunity…to care. Does your organization have “Strategic Performance Issues” — that are known…frequently updated….and owned….by everyone….? “Culture eats strategy….for breakfast…” Peter Drucker, Writer, Professor, Consultant

By Sid Chadwick, Chadwick Consulting, Inc. – 01/29/2021 Published in American Printer “…Bill, thank you. The world is a better place, Jobs told Gates after the Microsoft exec agreed to make a $150 million investment in Apple.”……Cover of Time Magazine INTRODUCTION: Our great industry…and your customer markets…are NOT…. a zero-sum game. Steve Jobs and Bill Gates had to come to that personal understanding re. software and computers….and they did…..ahead of their industry….! Some of you read the story of how… 20 years ago… Bill Gates loaned Steve Jobs — $150 million – to save Apple – arguably… Microsoft’s top but desperate…struggling… competitor. (Banks wouldn’t touch Apple at the time. From and since that agreement, the valuations of those two companies – have “flipped”.) That step, initiated by Steve Jobs at a critical moment in the life of Apple, lead to a unique working relationship between the two organizations – that all of us…really the entire world….have benefited. My observation is that… most organizations… have capabilities – that not just their target customers and prospects – but also including…. nearby competitors – could sometimes use. On a recent Peer Group Conference Call (we manage 4 Peer Groups), testimonials were heard re.: Suppliers working hard to become single-source suppliers to target customers. Multiple (including major national) competitors…buying more frequently… from multiple reporting Peer Group members. How several Peer Group members… were reporting the best December and January – ever….partly from competitors’ purchases………! How several Peer Group Members… are regularly sending-out “Blast Emails”… to key executives — at competitors…re. their unusual capabilities – …even offering virtual educational sessions – to assist feeding their backlogs…! SUMMARY: Almost everyone…has something …knows something…I need to learn…and use…to improve our service… to those whom we serve….! Market conditions are driving winners…and include: Radically shortened delivery times. Suppliers…not wanting to force a valued customer… to find another supplier. Buyers not waiting… or putting off…supplies and service they need. Customers needs changing….. constantly….! Through faster-changing market conditions and commercial needs… Suppliers learning to trust… Competitors….they need. What would you do with an additional $10,000 to $50,000 of business – each month…? What if Steve Jobs had not called Bill Gates….? (Steve Jobs’ genius… showed… in so much that he touched….!) What competitor should you call…. that you haven’t…? “That (working relationship) has worked out very well,” says Gates…”In fact, every couple of years or so, there’s been something new that we’ve been able to do on their Mac… and it’s been a great business for us.”….What Happened When Microsoft Saved Apple

By Sid Chadwick, Chadwick Consulting, Inc. – 01/22/2021 Published in American Printer “Culture… eats strategy… for breakfast”…………Peter Drucker, Consultant, Writer, Professor INTRODUCTION: What do you reward…..(…please… don’t tell me it’s straight commission……)…? When was the last time you wrote a special check, or bought a high-end dinner… for an employee… or a department — who truly…went the extra mile to make something important….something special… happen…? What do you really celebrate…..is it birthdays… and work anniversaries (yes, those are important)….and… is there space in those gatherings – for recognizing significant achievements…? (Don’t most significant achievements require support and contributions – from others…who knew what that one person, that one department – was struggling….to make happen….?) In a previous life, our Sales Department would make sure our Production brothers and sisters… knew…we cared…that they were critical to what was achieved… we cooked BIG spaghetti dinners (…we’re talking loaves of Italian garlic bread, big batches of pasta…great home-made sauce…and lots of red wine…all you could drink and eat…)…at my home…we hung balloons and signs from  department rafters…every time we hit a new revenue milestone (which was almost monthly…… you hit a lot of new revenue milestones… when you triple your revenues … in less than 4 years)…! SUMMARY: From my vantage point… opportunities for improved performance – have never been greater……. Competitors… are willing to buy and sell… to each other…because…they need to… Needed Talent…Great Creative Talent…is willing to contribute to your projects…on a part-time or limited basis….because it knows the value of learning something new…and often prefers that type of working relationship….. Technology…seems only limited by our ability…. how to use it…. Equipment dealers…and manufacturers…are willing to make deals…that fit your ability to make payments…. Customers…are starved… for inspiration…creative solutions… and support…..! If ever there were a time for senior management to make sure that everyone knows how much their extra efforts…. their creativity…their extra contributions count… it is NOW! “Being the richest man in the cemetery doesn’t matter to me….. Going to bed at night…. saying we’ve done something wonderful….that’s what matters to me.”……………..Steve Jobs

By Sid Chadwick, Chadwick Consulting, Inc. – 01/22/2021 Published in American Printer “Culture… eats strategy… for breakfast”…………Peter Drucker, Consultant, Writer, Professor INTRODUCTION: What do you reward…..(…please… don’t tell me it’s straight commission……)…? When was the last time you wrote a special check, or bought a high-end dinner… for an employee… or a department — who truly…went the extra mile to make something important….something special… happen…? What do you really celebrate…..is it birthdays… and work anniversaries (yes, those are important)….and… is there space in those gatherings – for recognizing significant achievements…? (Don’t most significant achievements require support and contributions – from others…who knew what that one person, that one department – was struggling….to make happen….?) In a previous life, our Sales Department would make sure our Production brothers and sisters… knew…we cared…that they were critical to what was achieved… we cooked BIG spaghetti dinners (…we’re talking loaves of Italian garlic bread, big batches of pasta…great home-made sauce…and lots of red wine…all you could drink and eat…)…at my home…we hung balloons and signs from  department rafters…every time we hit a new revenue milestone (which was almost monthly…… you hit a lot of new revenue milestones… when you triple your revenues … in less than 4 years)…! SUMMARY: From my vantage point… opportunities for improved performance – have never been greater……. Competitors… are willing to buy and sell… to each other…because…they need to… Needed Talent…Great Creative Talent…is willing to contribute to your projects…on a part-time or limited basis….because it knows the value of learning something new…and often prefers that type of working relationship….. Technology…seems only limited by our ability…. how to use it…. Equipment dealers…and manufacturers…are willing to make deals…that fit your ability to make payments…. Customers…are starved… for inspiration…creative solutions… and support…..! If ever there were a time for senior management to make sure that everyone knows how much their extra efforts…. their creativity…their extra contributions count… it is NOW! “Being the richest man in the cemetery doesn’t matter to me….. Going to bed at night…. saying we’ve done something wonderful….that’s what matters to me.”……………..Steve Jobs

By Sid Chadwick, Chadwick Consulting, Inc. – 01/15/2021 Published in American Printer “Digital media is the creative convergence of digital arts, science, technology, and business for human expression, communication, social interaction, and education.”……U. of Houston, College of Technology, Digital Media Program INTRODUCTION: Your company….your Customer Contact Personnel…need to be educating customers… and particularly your most valuable customers and target prospects…on the Superior Value of Digital Media…..plus…. How… Digital Media Increases the Value — of almost all other combinations of media…… Of course, your Sales Literature… has Digital Media Case Studies …for your Customer contact personnel to: Personally read…study….and reread…. Discuss…. in your Sales Education Sessions…. Send to…and then discuss with Customers…and Target Prospects… Yes…? In effect….there are “mass mailings”….and then there are targeted… personalized… mailings…. There are “Personalized Communications”……and then….there are Personalized Communications to those… whose personal profile “fits”…. highly interested recipients….. Whether I’m selling high-end cars… or low-end cars…or used cars and trucks….there’s a profile…. of who is most likely interested…..and… The U. of Houston’s Digital Media Program… has a 12 Week….Dynamic Data Mining Case Study Certificate Course….that’s “On-line”….that’s available…for only your Top Performing Reps….as a Bonus…..based on performance… from your organization….. There are…… a few seats left…………! SUMMARY: Go to: https://youtu.be/pbvatLKdVQM Our industry….our major and regional Associations….could be leading this charge….could be relentlessly…. following-through…..! I have to ask…..why aren’t they…? “Be a yardstick of Quality….Some people aren’t used to an environment where excellence is expected.”………………….Steve Jobs

By Sid Chadwick, Chadwick Consulting, Inc. – 01/15/2021 Published in American Printer “Digital media is the creative convergence of digital arts, science, technology, and business for human expression, communication, social interaction, and education.”……U. of Houston, College of Technology, Digital Media Program INTRODUCTION: Your company….your Customer Contact Personnel…need to be educating customers… and particularly your most valuable customers and target prospects…on the Superior Value of Digital Media…..plus…. How… Digital Media Increases the Value — of almost all other combinations of media…… Of course, your Sales Literature… has Digital Media Case Studies …for your Customer contact personnel to: Personally read…study….and reread…. Discuss…. in your Sales Education Sessions…. Send to…and then discuss with Customers…and Target Prospects… Yes…? In effect….there are “mass mailings”….and then there are targeted… personalized… mailings…. There are “Personalized Communications”……and then….there are Personalized Communications to those… whose personal profile “fits”…. highly interested recipients….. Whether I’m selling high-end cars… or low-end cars…or used cars and trucks….there’s a profile…. of who is most likely interested…..and… The U. of Houston’s Digital Media Program… has a 12 Week….Dynamic Data Mining Case Study Certificate Course….that’s “On-line”….that’s available…for only your Top Performing Reps….as a Bonus…..based on performance… from your organization….. There are…… a few seats left…………! SUMMARY: Go to: https://youtu.be/pbvatLKdVQM Our industry….our major and regional Associations….could be leading this charge….could be relentlessly…. following-through…..! I have to ask…..why aren’t they…? “Be a yardstick of Quality….Some people aren’t used to an environment where excellence is expected.”………………….Steve Jobs

By Sid Chadwick, Chadwick Consulting, Inc. – 01/08/2021 Published in American Printer “…I want to put a ding in the universe….”…………………Steve Jobs INTRODUCTION: Don’t worry about what might happen…… Worry about… what you need to make happen…. for your customers….They are your lifeline…..your future….and….they need you. Stay focused on: What we don’t know…that we should know…. What we need to do better…and can do better….if we but would… Relentlessly search for every aspect that has a minor error or miscue in it….and then improve it…. Recently, we had James (Jim) Workman of Printing United talk to our Plant Managers Peer Group… about “Lean Manufacturing”…. It was awesome…. One of Jim’s suggestions was for every employee…every day…. to find “Two Seconds”…. that could be saved….multiple times….and to work to keep those two seconds saved….The increase in through-put…. and costs savings – would be significant…. Then…one of our attending V.P.’s of Operations acknowledged that this principle had been applied to her Sales Reps and CSR’s….and that their increased productivity…was measurable…and significant. SUMMARY: Wanzie Collins, CEO of Panaprint in Macon, GA — was once overheard to say, “Ultimately….we are all teachers…!” If all you do for 2021 is create a relentless Education and Training Program… for your Team, you most likely will have set in motion a force – where they individually know: — They are worth more to their employer… — They have more pride in who they are, and what they do… —They are setting the pace for your marketplace….that your customers recognize, and deeply appreciate…. As no small observation…we have multiple clients with 2-3 weeks of backlog…that are not getting smaller…that have been that long – for months…..They are relentless in pursuit of what can be improved….what the next innovation might look like…..and they are scattered… throughout the U.S…! “I’m convinced that about half of what separates successful entrepreneurs from the non-successful ones is pure perseverance.”……………..Steve Jobs

By Sid Chadwick, Chadwick Consulting, Inc. – 10/16/2020 Published in American Printer “Only the paranoid… survive…”……Andrew Grove, CEO of Intel INTRODUCTION: We are now approaching… The Annual “Snooker The Boss” Season…in the middle of Covid-19……it’s budget for next year time…. “What are we going to sell next year…by Quarter….by Customer…..?” But let’s take a moment, and “look beneath the covers”….……something smells different….. Is there … a sense of urgency… in your Business Development Team,….in your Business Development Team’s efforts……in their Business Development decisions….? Recently, I offered that most companies had far more records re. their top customers job specifications…purchases….and pricing…..than knowing what their top customers wanted to: (a) accomplish….their (b) priorities….(c) their sources of pain……..their (d) ambitions…..! There’s not a single customer you have…whose market and operating conditions have not changed…..radically….yet….your Senior Management… is not in serious, intimate discussions re. how your organization….can lift your top customers’ future……. It’s far easier to stay in your plant…in your office…..and at the desk…..rather than in your top customers plant(s)…and offices…. I’ll never forget the client president who said, “Now’s not a good time for us to have you conduct a Customer Survey for us….we won’t get good, complimentary marks and responses… at this time……(!)”…….(When will you know…?) Then there was the client Customer Survey we produced two years back, which according to their V.P. of Sales — generated well over $500,000 in additional business opportunities — at current customers. Why wouldn’t they conduct another Customer Survey… this year….? So this past week, the top performing Sales Rep, for the client we’d just finished-up 3.5 weeks of Inside Sales Team Education and Training — was assembling several “Packages of Top Samples” — to send to his Top Prospects — Samples selected….that were appropriate — for each Buyer’s company….! You see…though he was a star in that 3.5 week class, doing research homework every night — he still is on course to sell $7 million – this year…and the Reps around him…are watching… and parroting…almost everything he does….everything he learned in those 3.5 weeks….everything he endorsed….! SUMMARY: Human nature hasn’t changed much over the last 2 million years. Comfort beats change and discomfort…nine out of ten times…..until….conditions reach the breaking point. Our industry is getting “close”…..to that breaking point…. And some believe the worst is still in front of us….we just can’t see it yet….. You can’t fake “fire in the belly”….you can’t make great, new things happen in the midst of a once in a lifetime pandemic…with the same approach….and lack of urgency. “With all that’s happening on the world stage, are we in the beginning of a long-term war…and just don’t see the reality of what’s coming….?” “The most compelling story for us should be the naked truth…the reality…At the end of each day, I told my team what I’d learned and asked what they had picked-up at the outposts we’d visited. They often came back with information I hadn’t heard…We kept one another informed ”……Secretary of Defense, General Jim Mattis, Call Sign Chaos

By Sid Chadwick, Chadwick Consulting, Inc. – 10/16/2020 Published in American Printer “Only the paranoid… survive…”……Andrew Grove, CEO of Intel INTRODUCTION: We are now approaching… The Annual “Snooker The Boss” Season…in the middle of Covid-19……it’s budget for next year time…. “What are we going to sell next year…by Quarter….by Customer…..?” But let’s take a moment, and “look beneath the covers”….……something smells different….. Is there … a sense of urgency… in your Business Development Team…. in your Business Development Team’s efforts ……in their Business Development decisions….? Recently, I offered that most companies had far more records regarding their top customers job specifications…purchases….and pricing…..than knowing what their top customers wanted to: (a) accomplish….(b) their priorities….(c) their sources of pain……..(d) their ambitions…..! There’s not a single customer you have…whose market and operating conditions have not changed…..radically….yet….your Senior Management… is not in serious, intimate discussions re. how your organization….can lift your top customers’ future……. It’s far easier to stay in your plant…in your office…..and at the desk…..rather than in your top customers plant(s)…and offices…. I’ll never forget the client president who said, “Now’s not a good time for us to have you conduct a Customer Survey for us….we won’t get good, complimentary marks and responses… at this time……(!)”…….(When will you know…?) Then there was the client Customer Survey we produced two years back, which according to their V.P. of Sales — generated well over $500,000 in additional business opportunities — at current customers. Why wouldn’t they conduct another Customer Survey… this year….? So this past week, the top performing Sales Rep, for the client we’d just finished-up 3.5 weeks of Inside Sales Team Education and Training — was assembling several “Packages of Top Samples” — to send to his Top Prospects — Samples selected….that were appropriate — for each Buyer’s company….! You see…though he was a star in that 3.5 week class, doing research homework every night — he still is on course to sell $7 million – this year…and the Reps around him…are watching… and parroting…almost everything he does….everything he learned in those 3.5 weeks….everything he endorsed….! SUMMARY: Human nature hasn’t changed much over the last 2 million years. Comfort beats change and discomfort…nine out of ten times…..until….conditions reach the breaking point. Our industry is getting “close”…..to that breaking point…. And some believe the worst is still in front of us….we just can’t see it yet….. You can’t fake “fire in the belly”….you can’t make great, new things happen in the midst of a once in a lifetime pandemic…with the same approach….and lack of urgency. “With all that’s happening on the world stage, are we in the beginning of a long-term war…and just don’t see the reality of what’s coming….?” “The most compelling story for us should be the naked truth…the reality…At the end of each day, I told my team what I’d learned and asked what they had picked-up at the outposts we’d visited. They often came back with information I hadn’t heard…We kept one another informed ”……Secretary of Defense, General Jim Mattis, Call Sign Chaos

By Sid Chadwick, Chadwick Consulting, Inc. – 10/09/2020 Published in American Printer “…you introduced these research resources to me about a decade ago…and… they’re even better today…at our company, we use these resources – to uncover target prospects we need to be developing…and…to uncover target prospects for our customers…these resources are invaluable…we use these resources…every day.”…..Rob Narron, The Print Source, Wichita KS INTRODUCTION: Some Business Development organizations are striving forward…However,  too many are not, without much of a plan to improve how to develop….and better serve customers. Last week, to our Business Development Directors Peer Group, I reported that three top-performing members, for 2020, had already developed: (a) 25 additional new customers….(b) 28 new customers…and (c) well over 100 new customers… All three are noticeably up in revenues (over double-digits)…all three are up in profitability….and all three have bought —and are buying — additional equipment. All three (…but not just these three Members of our Business Development Directors Peer Group)… are using…. and/or learning to more effectively use — “Public Databases”….for more correctly identifying who they should develop… as customers. To my awareness, only the University of Houston’s Digital Media Program — and their Dr. Jerry Waite… from their College of Technology… spearheaded their implementation of a dynamic course, focusing on… How to use Public Databases…To Solve Business Problems…for generating additional revenue…for customers…of Print companies…. Impact of the course on elevating student’s understanding… of the importance of solving customers’ and Print companies business model issues through use of public Databases…has caused U. of H…. to move the course to a 2nd Year Course — in order to impact an additional year of technical course learning… for their Digital Media students. (Note: U. of H. is up to 5 classes… of that single curriculum — each academic year….with demand still outstripping their supply capability…taught by Adjunct Professor….Mr. Mark Hargrove.) My observation is that…. better than 90%+ of our great industry’s Business Development professionals….still…do not know the Databases available…or how… and when… to use them….! As a side-note, we just finished-up three plus weeks of Inside Business Development Team Performance Building — for a West Coast organization…via Zoom…..There were Research instructions, and Research homework assignments — every night…! Short version: “We changed their Business Development Team’s view – of their personal future options and expectations…for success.” SUMMARY: Those organizations who have a burning interest in going forward successfully…need to get instruction on using public Databases…for solving customers’ needs for revenue…that inevitably leads to their own revenue increases. This year…more than any other year in memory…represents a world that is changing…radically….and quickly…..And the old world we used to recognize…… “Do you have something you need a quote on…?”…and….“Quote and Hope” ..…represent a formula… for inevitable disaster…. Identification…and selection… of New Accounts… for development …as possibly the most important decision that occurs…. in your organization…needs to be…. intentional…! Think of Public Databases… as a “Fulcrum Point”…for leveraging-up performance…for your customers….for your suppliers…and for you…! Who really cares… about our great industry’s future…that includes your organization….? “…Freedom is never more than one generation away from extinction. We didn’t pass it on to our children in the bloodstream…. It must be fought for, protected, and handed on for them to do the same…”…Ronald Reagan, from Nikki Haley