TOOLS FOR SUCCESS — LEADERSHIP IN BUSINESS DEVELOPMENT
13) A self-promotion calendar that’s published. Your target “enlarged buying centers” should receive a substantive communication every month from your organization. Content can include (a) what’s been accomplished, (b) what’s new, (c) market trends, (d) supplier reports that are relevant to customers (i.e., upcoming paper pricing and supply), (e) recent awards, (f) recent achievements, (g) how to use print and print-related services to improve a customer’s economic performance, and (h) customer education and training schedules.
14) Frequent celebrations with employees, suppliers and customers for unusual achievements and awards. In my earliest professional sales career, I had the unusually good fortune to be adopted by the production team. I was 22, had a family, and ultimately became the youngest million dollar sales rep they’d every had in a 22-plant, international packaging division.
However, it was very clear in my mind that it was the production team that made me successful. They wanted me to succeed, they refused to let me fail, and I never stopped reminding them that my success was their success. Business development leaders make their production teams and suppliers their heroes, and never, never, never stop reminding folks that nothing is accomplished for the customer that production wasn’t instrumental in achieving. PI
About the Author
Chadwick Consulting’s mission is to improve company and individual performance in the graphic communications industry through business development—resulting from research, strategy development, education and training, and publishing. Sid Chadwick can be reached at (336) 945-0645 or www.chadwickconsulting.com.