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Unique sessions focus on getting to right customer

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Jan. 30, 2014

Of the 30 educational sessions at the NAID 2014 Annual Conference, two serve as great examples of the common thread running throughout, which is practical, valuable, unique and thought-provoking content.

On the first full day of sessions, Joe Harford, co-founder of Reclamere, Inc., will present “Firing Customers: The Theory of Next.” In the session, he will describe his firm’s journey from chasing after every opportunity that presented itself to a more selective approach of identifying and pursuing opportunities that history had taught him were more willing to reward the value his firm offered. And, ironically, how this more disciplined approach to sales eventually began attracting more of the right types of customers. It’s a story that is, without a doubt, a story from which all service providers can learn.

Then, on day two of the conference, Tom Adams from the RIMproReport and Flourish Press, will present “Positioning your Company and Personal Brand to Gain Access to the C-Suite.” Over the last decade, data protection and compliance have moved from the basement to the boardroom. That’s the good news. The downside is that many service providers are not totally prepared for selling in that environment. So, for the first time at any NAID conference, one of the industry’s top executive coaches will discuss company and personal branding as well as the mindset needed to access the real decision makers ‑ decision makers who are far more likely to understand the value of secure destruction services.

"Firing Customers: The Theory of Next" by Joe Harford, MBA, CSDS, CIPP, will be held 10-10:50 a.m. April 5.

"Positioning your Company and Personal Brand to Gain Access to the C-Suite" by Tom Adams will be 8-8:50 a.m. April 6.

Click here for complete NAID 2014 details. In the coming weeks, conference speakers will be providing a personal preview of their presentations in NAIDnotes, the association’s blog. Also, be sure to follow #NAID2014 on Twitter, Facebook and Google+ to get the latest event information.