Thinking Strategically - Organizationally - Needs to Precede AI

By Sid Chadwick, Chadwick Consulting, Inc. – 05/01/2026

“It’s really hard to design products by focus groups. A lot of times, people don’t know what they want until you show it to them.”………………Steve Jobs 

INTRODUCTION: 

Most organizations are operating with – a low-grade level of chaos. …They know it…..you know it….I know it.

To change that condition, chaos (and change) in the short-term may become unbearable.

For example, we suggested that an unlimited number of high Value-Added Prospects were waiting to be identified in certain Databases – less than 50 miles from their Plant. The Response included: “What do the Reps do – with our current Customers – who know us, and already buy from us…?

For example, do your Inside and Outside Reps get pre-approval of specific great Prospects to pursue, based on agreed-upon profiles – or – do you know you’ve got a new customer (for the Reps commission check – and personal bills to be paid) only when the order comes through the door, with the signed credit application to follow…?

For example, many Estimates are recognized to be within 2-5% of each other, before we generate a required new Estimate, and actual Pricing. But the Estimate is still required….Why…? “Our Chief Estimator does something with the results, which we don’t quite understand.” (Early quotes get awarded, delayed quotes not so much. Delayed quotes being received by customers reduce awards.)

For example, certain papers (and weights) run better than others. And when we have to change papers – that requires a new Press-set-up for the next job, because we are  producing to our production schedule, based on “job delivery dates,” we are incurring excessive make-ready times and paper waste. Why not gang all jobs with the same paper weight, and save noticeable make-ready time and excessive waste, while also “increasing through-put, at a lower cost?” Because “delivery date” drives the production schedule. (Based on historical results, AI can tell you the difference in costs, up front, so you can give your customer – an option that benefits both customer and company….!)

Hopefully, you get the idea.

SUMMARY:

Without a central driving strategy – that explains to everyone, regardless of – and in terms of their job, what we are working to achieve, each department – and individual – may be operating as “independent silos,” each person and department performing its objectives, independent of all other individuals and department objectives.

Which may describe – how many of us are operating – now….without knowing what better options are available…!

Including our rush to add more general sales volume, that may – but too often does not – improve our bottom line profits.

Do your front-line personnel understand “Value-Added”…for evaluating new accounts….?

Are your Reps paid on revenue-volume, and not “Value-Added $’s”…? What’s that costing you…Monthly…? Your competitors only need a slight “edge advantage” – to eventually…bury you.

How much of your final bottom-line is eaten-up by excessive make-ready times, and excessive waste…?

Do your different Teams receive charted weekly results – relative to their goals…? (Why not…?)

We worked with an Offset Client whose company had set a goal of 70% Value-Added – as an average.  Some would say, “Impossible…!” It took them about 30 years to get there, but they never let go of that goal, as a slowly increasing % of their customers met that goal. Their testimony included that during Recessions, their quality of customers – seemed to always – carry them…!

Next 15 Week Inside Sales Academy: May 20th, 2:30 – 4:00 – And includes both a Mid-Term & Final Exam…!

Note: Check-out our Revolutionary Curriculum Outline – at www.chadwickconsulting.com!