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Business Management

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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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Why a ‘destroy all’ data disposal strategy is the only reasonable option

By Bob Johnson, NAID CEO A “destroy all” data disposal strategy is the only safe and reasonable option. For instance, at our organization, I have no control over our firewall. Emails are scanned to remove harmful links. It would be very difficult for any employee to circumvent these data protection measures. I think most people would agree the more […]

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Guilt by association: Betraying ourselves and customer confidence

By Bob Johnson, NAID CEO In any service industry, there is the temptation to embellish, a.k.a., “marketing puffery.” To some degree, I think we forgive it because it is easy for customers to recognize. When a service provider says they are “the most trusted name in the secure destruction industry,” potential clients understand what this […]

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How do I build trust?

By Ray Barry, Chief Shreducation and Member Relations Officer In the information management and destruction industries, relationships rule the sales process. You get a new client as soon as you build know, like and trust feelings with a prospect. If you lost a deal, it’s most likely because the prospect knew, liked and trusted your […]

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Vendor selection isn’t difficult but it’s critical to risk management

By Bob Johnson, NAID CEO Every data protection law in the world holds clients responsible for making sure their third party data processors meet regulatory requirements and security standards. This applies to clients hiring services such as records storage, data destruction, computer recycling and imaging services, among others. The regulations contain language to make sure […]

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If you aspire to great success, a coach is a necessity

By Bob Johnson, NAID CEO Athletes, especially professional athletes, provide one of the most obvious examples of human beings who have to continually focus on improving their performances. Their livelihoods depend on it. And, whether they are the front lineman on a professional football team or a star tennis player, they have a coach. Think […]

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