By Sid Chadwick
“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.
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