When it comes to building rapport in conversations, the key is to keep it simple and listen, listen, listen! It is all about trust and relationships; companies do not do business with companies; people do business with people.

Known for their organic and kosher whiskey, gin, specialty spirits, and for being Chicago’s first distillery since prohibition era, KOVAL Distillery is one of many manufacturers who shifted operations to do their part in battling the current health crisis. Prior to COVID-19, federal laws prohibited distilleries like KOVAL from producing alcohol not meant for consumption. Given the dire situation today, the Tax and Trade Bureau (TTB) temporarily lifted those regulations to allow companies to start producing hand sanitizer.

At a time when our supply chains need to be as connected as ever before on a business to business level, we find ourselves in a situation where we are more disconnected than ever on a personal level. This means that manufacturing sales teams have even more adversity when trying to secure meetings, identify opportunities, and close deals. This also means that the opportunities in our pipelines are more precious than ever and might be the difference in being able to keep the doors open or not.

A lot has changed over the past few weeks (I know – I sound like Captain Obvious) and the ripple effects of this crisis are yet to come. We are all entrepreneurs again.

What will your business look like in 3 or 6 months? How about in 2021? How will we prepare our teams and leaders appropriately? The questions go on and on, and while the unknown answers are unnerving, there are some constants that we can lean on for guidance as we work together to create our new norm.

In Richard Koch’s 1998 book, The 80/20 Principle, he makes a rather stark statement reflecting on the events of today. “The tipping point is ‘the point at which an ordinary and stable phenomenon – such as a low-level flu outbreak – can turn into a public-health crisis’, because of the number of people who are infected and can therefore infect others. Since the behavior of epidemics is non-linear and they don’t behave in the way we expect, ‘small changes – like bringing the number of new infections down – can have huge effects…  It all depends when and how the changes are made.”

“The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails.” — William Arthur Ward. 

Maintaining adequate cash flow is a major factor when operating a healthy business in times of growth and prosperity. During tough times it takes on an amplified role. The fundamentals of collecting on receivables, reducing expenses, reducing inventory investment, and the like are still in play, but these and different strategies need to be examined in difficult economic times.

Like most manufacturers across the country, Illinois manufacturers are answering the call of duty to help front-line COVID-19 warriors. Many are doing this by either pivoting their operations to produce critical supplies, increasing existing production, or finding other creative ways to contribute to the health and safety of our communities and environment.

Part 4 of "The New Supply Chain" blog series by Mike Loquercio, Manufacturing and Supply Chain Management Expert.

I think we should all take a moment and recognize the extraordinary efforts by everyone involved in healthcare, police and fire departments, emergency responders, research scientists, lab workers, social workers, ANYONE helping feed and shelter the homeless and the entire list of essential employees making a difference.

We are still seeing shortages of PPE and medical equipment, food crops and products with expiring shelf life, stores with empty shelves, and other parts of the supply chain working to make it day to day.

This is an original article taken from the NIST Baldrige blog, written by Harry Hertz, Director Emeritus of the Baldrige Program. 

Over the past 1 1/2 years two iconic corporate leaders of the 20th and early 21st century passed away: Herb Kelleher of Southwest Airlines and Jack Welch of General Electric. Both built phenomenally successful companies during their tenures. Both had unique leadership styles, that differed in many ways. However, there were a number of striking similarities, that provide leadership lessons for all times and some specific pointers for surviving times of crisis. Not surprisingly, these are characteristics called out in the Baldrige Excellence Framework and displayed by leaders of Baldrige Award recipient organizations across all sectors. Let me share the characteristics I gleaned from numerous readings about these two leaders and summarized in these articles about Kelleher and Welch. I will relate them to the Baldrige framework and then to important lessons for times of challenge.

COVID-19 has brought the world to its knees! For most people in the world, daily life has been disrupted in an unprecedented way. Besides the awful toll on human life, job losses, business failures, etc. are now becoming more prevalent. The impact on the global economy has barely begun to be measured.