Your Customers don’t know all that you could produce and manage for them. They only know what they’ve bought from you. Your Suppliers hold a similar reverse position. You only know what you have bought from them…and not what they could supply you that would improve your top and bottom lines.

Now is the critical time to contact through multiple channels and personally with your customers and prospects. The inside sales team in our great industry is here not next year, next quarter or next month, it is Now! Many organizations confessed that too many of their customer contact personnel do not effectively engage customers and prospects.

When we know little about our Customers’ updated priorities we are reduced to a reactive position What should we be doing to learn what to assist and support each of those Customers accomplishing from their Top 3 Performance Objectives?

  By Sid Chadwick, Chadwick Consulting, Inc. “We suggest you question every assumption about your business”……..Excerpt from Sequoia Capital’s “Black Swan” memo to Founders and CEO’s, The Wall Street Journal. INTRODUCTION: If cries of pain….and blood in the streets…. speak to opportunities…..our industry is…. “Rich”….! Case Study No. 1: A local publ...

How much better would our industry be operating if Research was continually updated and reported for our companies to use in self-promotion and customer education? Don’t our customers want an improved ROI on their self-promotions? Are any (major) suppliers listening? Armed with such compelling Research, would major ad campaigns change their strateg...

Some organizations recognize that their listening skills are never “too good” and their ability to listen and hear what is said and almost said ”can unlock THE difference” in what develops and happens next. Our capacity and skills at “Listening” can almost always be improved, yet we seldom train for enhancing those skills.

I've had the honor of serving, learning from, and observing company owners in this great industry successfully for 10, 20, 30, 40, and a rare few for 50+ years. I say, "Successfully" partly because their organizations are still here despite The Great Recession, relentless changes in technologies, and radical changes in consumer and business buying...

Your target customers and target prospects are looking to suppliers to assist in cutting their operating costs (read that as moving activities from them to suppliers) and “right-sizing” their business model.

  By Sid Chadwick, Chadwick Consulting, Inc.https://www.linkedin.com/in/sid-chadwick-163a1a12/ “Let fear be a counselor….and not a jailer….”……Anthony Robbins INTRODUCTION: There’s growing evidence coming to my office…. that important phone and email conversations are occurring……..that may….or may not be recognized… for their potential. From a diffe...

During a Biweekly Business Development Director’s Peer Group call, six out of ten members had revenues that are up or holding steady but climbing. These companies have not furloughed any positions as of April 20th. Three of the ten companies had revenues that are dramatically up.