What do you know about what your current customers know and don’t know about your company’s capabilities and how much of their business you are receiving and not receiving? A modest investment can reward you with an incredible ROI and it certainly helps to know who and where and why to focus your time and attention.

“Print Buyers” tend to reward suppliers….who work to: (a) educate and train them in a constructive manner… (b) show them how to accomplish more….and (c) make their jobs --- easier… (i.e… not wasting their time).

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...