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By Ray Barry, NAID Deputy Executive Director The key to accumulating a long list of loyal clients in the document destruction industry is “relationship-based” solution selling. It is no longer a transactional sale but more of a complex sale with moving parts. Anyone can quote a price for a specific service. If clients just wanted […]
May 28, 2015
Read more »Clients are not data destruction experts
By Bob Johnson, NAID CEO Unfortunately, some clients have a troublesome and risky perspective on their data destruction requirements. Namely, they think they already know all they need to know. Here are symptoms of that risky perspective: The client is only interested in the price. The client views any discussion about qualifications as an attempt […]
May 15, 2015
Read more »Feel the burn to build your business
By Amy Larrimore, Chief Executive Officer of The Gamechanger If you wanted to get into shape and you followed the path that most people pursued, you’d join a gym. The reason people join gyms is because a gym has some version of everything needed to supercharge the human physique in multiple variations to spark motivation. […]
May 10, 2015
Read more »Excuses and blame prevent success
By Bob Johnson, NAID CEO Whose fault is it if a competitor is screwing up the marketplace with low pricing? Who’s to blame if a customer doesn’t care about service provider qualifications? I know a very successful guy in our industry who will tell you it doesn’t matter. First, he says, whining about things you […]
May 7, 2015
Read more »Address improper data disposal’s weakest link
By Bob Johnson, NAID CEO Last year I saw a headline reading, “Study shows employees and contractors are biggest cause of breaches.” My first reaction was “that’s interesting.” My second reaction was, “Who else could it be?” Even high profile hacking cases involve employees inappropriately clicking on links and allowing the bad guys in. When […]
April 9, 2015
Read more »How to prepare your customers for disaster
By Heather Shimala, Document Recovery Account Manager “Prepare for the unknown by studying how others in the past have coped with the unforeseeable and the unpredictable.” – Gen. George S. Patton If only we truly learned from our mistakes. What a novel idea, right? I’ve spent the last 15 years in the information management evolution, from […]
February 26, 2015
Read more »Stuck on the hamster wheel?
By Tom Adams, Chief Marketing Officer for Flourish Press Do you feel like you live on a hamster wheel every day in your shredding and destruction business? Do you run and run and run just to keep up with the endless barrage of things you need to deal with such as operations, staff, ongoing certification […]
February 19, 2015
Read more »Keeping it simple: Plan, execute, evaluate
By Joe Harford, founder of Reclamere All machines need some sort of oil to run. This is no different when it comes to the machine that produces revenue for your company or organization – sales and marketing. The oil of your sales and marketing is your plan. Each sales call and marketing task needs to […]
February 16, 2015
Read more »Data breaches: Are they good for business?
By Tom Dumez, President of Prime Compliance We have all read the stories: a large retail store has a data breach, a large home improvement store has a breach, a large U.S. post office has a breach, a large motion picture company has been hacked, and this list goes on and on. Nowadays, data breach […]
January 29, 2015
Read more »It’s illegal to hire data destruction services on price alone
By Bob Johnson, NAID CEO Let’s just say ABC Corporation hires a data destruction service because they are the lowest price. It does not take a lot to imagine that scenario, right? It happens all the time – maybe most of the time. It also would not surprise anyone that the lowest bidder might also […]
January 22, 2015
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