By Sid Chadwick, Chadwick Consulting, Inc.
“We work to take a long-term view…of prospects we pursue…. as much as 6 to 12 to 18 months…..and we approach these opportunities as a Total Team…..particularly including our Production personnel…which is much why we don’t need an outside Sales Rep…..and gained over 30 new Customers in the last 12 -18 months”…....................Steve Crowe, President, Oregon Web Press
INTRODUCTION:
W
hy take …a long-term view….a strategic view…..of everything you’re about…..based on… “Value created for target customers”……”Value recognized by target customers”……?
What that opening quote didn’t say…..is that they, OWP…..as a company…. are in the market…. for significant….additional Press capacity….in the next 6-12 months……..
How many web printers do you know….who tripled their revenues…..over the last 11 years……?
SUMMARY:
What’s required for………..long-term prosperity…..?
Does your next-generation ownership….really understand….all those pieces….and especially critical values… that are not on your balance sheet……?
Are we honestly in business to develop and serve customers……as a Total Team………..?
Does your Production Team really feel it’s a critical part…. of the success of the company…..receiving genuine, frequent acknowledgment….and collaboration……or does someone else…usually….often…… stand-up….. and thump their chest….?
Doesn’t that level of sustained performance….require us to develop a……culture….. including…. all departments….and… especially Production…. for looking after your customers….and …..keeping your promises….
…….look at that opening quotation….which is what that President….in a Conference Call to one of our Association-sponsored (PICA) Programs, with no coaching from me….candidly said……to attendees…….”
Why is it NOT a surprise…that 25 of their current customers……offered to provide….. a Referral --- on their most recent Customer Survey…..!
Doesn’t clarity of a long-term vision…..including… critically supporting values……assist with every decision made…(truthfully….you can’t fake development of….. “mutual respect”…. within an organization)…..
There’s so much more to this evolving story……there always is………..
“...Who does not thank for little, will not thank for much…”…Estonian Proverb
Prefer to comment without registration? Click in the Name field and select "I'd rather post as a guest"