Search results for chadwick
“Options” - Win Work – Even Major Work….!
For years I’ve encouraged account executives and estimators to provide their customers with meaningful options on their letters of quote whether or not their customers requested it. A quote with surprising options can lead to customer discussions tha...
What Gets Measured - Gets Managed - And Improved
On a recent plant managers conference call, I asked, "What do you systematically measure and report to a department?" Too many key managers believe they've "done their job" - if their company's work is - acceptable to their customers - and on-time re...
Russian Roulette…or….Does Your Company Have A Strategy…..?
Who your organization pursues and develops as customers determine what your company will look like two and three years from now. Who we pursue is who we sell, and the direction is more important than the speed.
What Mark Are You… Passionately…Leaving….?
I still can't remove from memory how a highly respected Plant Manager asked one of his Sales Reps if he could tour the customer's plant that was using a proprietary, customized product the Plant Manager's plant was producing. When asked why the reque...
Opportunities....Untapped...and Neglected....!
Owner neglect of a "Written Succession Plan" has existed so long across our great industry and associations we seem to no longer see its consequences. How industry suppliers have tolerated such neglect and consequences by our associations, I have no...