Introduction

The BP Pulse is a Distribution and Manufacturing Survey compiled in association with the Center for Advanced Manufacturing Puget Sound (CAMPS). Berntson Porter (BP) has partnered with CAMPS to provide valuable insight into the Pacific Northwest economy and distribution and manufacturing industries.  This content was thoughtfully developed by a professional staff of CPAs specializing in distribution and manufacturing industries. If you are in the distribution, transportation, and/or manufacturing industries, I expect you will find this report especially helpful. If you serve or support these industries, the survey results will help you better understand the barriers and opportunities faced by those you support.

The public’s trust in business is in a period of steep decline. However, business is not the only casualty in this modern era of skepticism and distrust.

News headlines and everyday conversations reveal that trust in government, media, science, religion, law enforcement, and the judicial process are all dwindling as well. In fact, the 2018 Edelman Trust Index report declares,

“In a year marked by turbulence at home and abroad, trust in institutions in the United States crashed, posting the steepest, most dramatic general population decline the Trust Barometer has ever measured.”

It goes on to say that the cumulative effect of this distrust has negatively affected the American brand domestically and abroad.

Trust in American-based businesses has fallen 5% in the last year alone, adding to a disturbing downward trend that has left US businesses lagging behind their competition in other developed countries. This 5-point drop was the largest decline of any country surveyed globally.

Seth Godin said:

Extraordinary contribution changes not just the recipient, but the giver as well…

The hard part isn't working for free. The hard part is figuring out that this is your chance to do more than you're asked, to resist being unpaid labor for an organization too cheap to pay you properly. Instead, this is a rare moment to leap.”

What's missing in Seth’s great share

Those who are still trying to figure out how to show up and be consistent are in the early part of their journey. Without a foundation of skills and expertise, ‘leaping’ does require some good judgment.

When that time comes, they can look at their skills, talents and how they make an impact… and sometimes will have an epiphany: “it matters”.  That is when they go beyond marketing – and leap… which leads to bigger rewards for everyone.

Sustainable long-term growth in any organization requires meticulous planning and execution. However, many organizations fail to plan appropriately at the inception, resulting in haphazard roadmaps, mismanagement of resources, and stymied growth.

But planning is not overlooked because management thinks it is inconsequential – it is most often subverted because it is simply difficult to do correctly.

Account development is the smartest path an organization can take to increase profitability. This approach utilizes existing clients as assets to generate revenue, rather than requiring marketing teams to generate more leads or sales teams to convert more leads. The result is a viable roadmap for long-term growth rather than a short-term surge.

However, like any other business endeavor, internal and external barriers can stymie the success of any account development plan. Recognizing these obstacles upfront gives an organization a chance to sidestep their effects before they can impede effective implementation and execution.

The bottom line success of your business hinges on its ability to execute the sales that will generate revenue. Developing a reliable means of reaching clients is a challenge for many sales and marketing managers. The way that you choose to communicate with clients and sell your products or services is reflected in your choice of sales distribution model. Unfortunately, picking the wrong strategy could impact your bottom line, requiring that you re-assess those missed opportunities for the sake of your long-term survival.

It's no longer enough to simply target your chosen customers and hope for the best in this competitive environment. Any B2B enterprise that wants to grow and remain a going concern has likely woken up to the reality that the landscape has shifted. To stay ahead of the competition, you not only need to create distinctive value and experiences for your clients, but you also have to approach everything you do in the most pre-planned way possible. This is where using project management for client development can put you ahead of the curve.

For some, gift giving is the merriest part of the holiday season. For others, it causes panic and dread.

Gift giving and receiving are both highly emotional processes, which is why there is so much pressure to give employees, managers, clients, and peers the right gifts. Stress builds over whether it is appropriate to give a gift in the first place, what to give, and how much to spend. But despite this worry, business professionals continue to exchange gifts and deliver gifts to clients year after year because the benefits of doing so far outweigh their internal angst.