Sid Chadwick

The cost of acquiring new customers is reaching untenable proportions. Appointments with prospects are nearly impossible to obtain, print buyers seem less knowledgeable about what's required or what's important, and price too often appears to be the driving factor. Mirroring suppliers' experiences are buyers' situations. Support staff have often been radically reduced, buyer responsibilities have almost always been expanded, and written specifications of what's needed are practically non-existent. As a reflective rule of thumb, whenever