What’s it worth to learn which of your customers are only awarding you 11% of their business…? What’s it worth to learn which  three of your top 10 customers are willing to tell you that you aren’t very important to them….?

Your customers do NOT know what your company can produce, they tend to only know what they buy from you. Every “Client Open-House” I’ve ever observed, resulted in “uplifting morale” including but not limited to “first-time” introductions to important customers we’d only heard about or only talked to on the phone or had not personally talked to for...

Most readers of this column have a “Customer Profile” software of some design. That Customer Profile software --- is for supplier’s customer contact personnel --- to learn and record --- “Important Customer Information”  including what each Customer/Buyer wants, needs, and doesn’t want.

Recent columns focused on understanding better what individual customers want from their suppliers…and how to escape being a “Commodity Supplier” --- winning on Price.

Are we reduced to competing on “Price” if we (and our industry) are seen as “commodity suppliers”? If we don’t know much about our customer(s) other than specifications of their projects…..the answer may be “YES!”

There are multiple opportunities for industry organizations to serve on accredited program Advisory Committees, that can lead to opportunities for student Internships, and better future employee hiring options for your organization.

  By Sid Chadwick, Chadwick Consulting, Inc. “Those who bring sunshine to the lives of others…..can not keep it from themselves”………….Sir James Mathew Barrie INTRODUCTION: My experience of the value of an email or hand-written note --- of acknowledgement….of appreciation --- can be worth a fortune…..from several perspectives…..  Examples include….bu...

  By Sid Chadwick, Chadwick Consulting, Inc. “Never doubt that a small group of thoughtful, committed citizens can change the world. Indeed, it is the only thing that ever has.”……..Margaret Mead INTRODUCTION: The Tide…is turning      I hope you and your Business Development Team….are receiving the …“Monthly Research Reports on The Superior Value of...

“They changed Buyers” is possibly the #1 or #2 reason for customers decreased purchases, and moving to another supplier. Most New Buyers move into position, with little to no documentation to guide their activities. Read more>>>.

 What are you doing to prepare and develop your potential Business Development resources into becoming an effective Inside Sales Team? The best Inside Sales Team Reps I know are more profitable to their organizations….even outperforming…. their Outside Sales Rep counterparts.