Tom Doescher – Page 38 – Doescher Advisors

About Tom Doescher

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Entries by Tom Doescher

Words, Words, Words

September 21, 2015/in Extraordinary Customer/Client Service/by Tom Doescher

I have written on the subject of “words” before, but I recently spent a little more time thinking about the topic while reading some very good business books. I believe the words you use influence and have a definite impact on how you think and behave. In the books I was reading, many of the […]

Do You Have the Courage to “No Quote”?

September 14, 2015/in Extraordinary Customer/Client Service/by Tom Doescher

When I have reviewed client data regarding successful quotes on new business, I’ve generally found a very low hit rate. In reflecting on why this might be the case, it seems that often we (yes, I fall into this trap, too) like being busy, and preparing a proposal or bid feels good — like we’re accomplishing […]

Do You Know What Additive Manufacturing Is?

August 31, 2015/in Extraordinary Customer/Client Service/by Tom Doescher

Do you know what additive manufacturing is? Do you know what 3-D printing is? If you make things or buy things that are made, you should probably know. Everyone else can delete this post. After reading an article titled “It’s Happening, and It Will Transform Your Operations and Strategy” in the Harvard Business Review’s May […]

Are You Easily Accessible to Your Clients/Customers?

August 17, 2015/in Extraordinary Customer/Client Service/by Tom Doescher

A survey cited in The Challenger Sale, by Matthew Dixson and Brent Adamson, reported that the second most important factor (95 percent) driving customer loyalty is accessibility. I have commented on this subject before, in my blog entitled “How Accessible Are You?“. I believe too many businesses, both large and small, have substantially reduced their […]

Are You Helping Your Clients/Customers, or Selling Them?

August 3, 2015/in Extraordinary Customer/Client Service/by Tom Doescher

In preparing for an upcoming blog series, I’m reading a book recommended by a client, entitled The Challenger Sale (the authors are Matthew Dixson and Brent Adamson). It seems like most B2B businesses desire to obtain new clients/customers, but few are able to execute their plan. Here are just a few tidbits from the book: […]