Prices in Our RFP….Weren’t…The Key To Winning? How many of your Sales Reps and CSR Education Sessions and Customer Education Programs focus on relentlessly hammer on how to use their intellectual and technical resources for understanding and solving Customers’ business model problems?

How many letters….with that message content…..has your organization ever received from a supplier? Would you remember receiving such a written note of appreciation, if you had received such an acknowledgement?

Inside Sales Teams are designed to be pro-active with developing business, especially from current and prospective target customers and neglected customers. Additionally, Buyers want to be important to their suppliers!

Developing the Business - Sid Chadwick What Is Not Yet As Good As It Could Be? Do You Care? What we don’t see is what happens….after we leave our Top Ten Buyer… after… we’ve conducted a Periodic Business Review. Our Buyer’s boss comes in, and they talk….for almost 30 minutes, reviewing the impact…and value…..of what was discussed.

Our industry is being re-organized into “who is serving which customer markets” with performance and products and service perceived as THE BEST! The BEST is important because of that “cumulative value” experienced from that great combination represented in product….service…..and price.

Developing the Business - Sid Chadwick. Are your waiting for your phones to ring… you’re making….a BIG mistake. Sid’s article gives insight in to how to change that.

Developing the Business - Sid Chadwick Where is there better business…in an economic downturn…? Most non-profits ….are part of a significant, multi-level network. They collaborate and like to see their fellow non-profit executives also do well. My consistent observation is that when a commercial print organization elevates the success of a non-...

By Sid Chadwick “If this Show’s management doesn’t make changes….quickly….there won’t be a Show to come to next year….”……Publication Senior Executive INTRODUCTION: Does anyone understand, saying…. “Next year…. will be different”….no longer has credibility…..in fact, whoever says that…just lost credibility…… Effective leadership…….doesn’t sit on it...

By Sid Chadwick “…laptops also distract…students sitting next to the user…and a growing number of professors are banning laptops from their classroom…”……..Print-In-The-Mix” INTRODUCTION: My observation is that a significant number of commercial printers: Have higher-education customers (e.g., universities, community colleges, technical schools, et...

Committed business development leadership is hard to hide, and it’s also hard to fake. New reps receive too little real education and training. Current Reps receive even less, or none of an ongoing nature. And Buyers know it.