The fourth scenario: Referrals on steroids
By Bob Johnson, NAID CEO If your secure destruction company is relying strictly on cold calling prospects for sales, you’re going to have a rough time growing your business. Obviously, it is much better to call prospects with which you have some connection, namely a referral or someone you met while networking. Even better yet, […]
Read more »The case for getting your CSDS
By Bob Johnson, NAID CEO As announced later today in NAIDDirect, training for the next round of Certified Secure Destruction Specialists (CSDS) examinations starts at the end of this month, marking the beginning of the third round of training and testing for the secure destruction industry’s only professional accreditation. With that in mind, I’ll take this opportunity […]
Read more »Arm clients with reasons to keep your service
By Bob Johnson, NAID CEO In my last two NAIDnotes entries, I discussed why you owe it to your clients to arm them with a justification for why they use your particular service. In the second installment, I explain what that justification should look like. In this third and final entry on the subject, I’ll […]
Read more »How customers can defend selecting you
By Bob Johnson, NAID CEO In my last NAIDnotes entry, I explained why the biggest favor you can do for your customer and your company is to make sure the customer is prepared to articulate exactly why they are using your service. If you have not already, I suggest you review my last entry before reading further. […]
Read more »Beyond good service and good manners
By Bob Johnson, NAID CEO I read a book a few years ago called “The Ultimate Question,” which chronicles the ascent of Enterprise Rental Car from a backwater operation to the No. 2 spot in that arena. In essence, the book maintained that Enterprise’s success resulted from hiring an outside service to contact customers asking […]
Read more »I wish you a worthy competitor
By Bob Johnson, NAID CEO In today’s blog I am going to offer a perspective on competition that is often overlooked: the good side of competition. Have you ever noticed at the end of a boxing match, especially where the two boxers really go at it, the boxers embrace and congratulate each other, win or […]
Read more »Price increases are necessary in business
By Bob Johnson, NAID CEO I often hear from NAID members that increasing prices is “impossible.” However, price increases are not only possible, they are a necessary part of operating any business. That being said, when I bring up the necessity of monitoring and adjusting service charges to members they either say “yeah right, get […]
Read more »Data protection laws require due diligence
By Bob Johnson, NAID CEO It is illegal to select a data destruction service provider on price alone. So what qualifications should you use to select a vendor? In my last blog post, I wrote about the principle of “reasonableness.” I want to continue that theme in today’s posting, specifically looking at data-related vendor selection. […]
Read more »The role of reasonableness in data protection compliance
By Bob Johnson, NAID CEO Compliance with some regulations is determined by very objective, clear requirements. For instance, in the U.S. you must pay your personal taxes by April 15. If you don’t (without filing an extension), you have broken the law. Period. However, with other regulations like data protection regulations, compliance is determined by […]
Read more »Remembering what NAID is all about
By Bob Johnson, NAID CEO NAID has one mission: to promote the proper destruction of discarded information by outsourcing to a qualified service provider. That’s it. In service of that mission, NAID engages in a wide range of activities such as producing publications, holding conferences, commissioning research, speaking at industry events and advocating for regulations. […]
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