Charles (Chuck) Kensinger

Companies worldwide are looking for better ways to do things. Many innovations come about every year. Some work and some do not. The management problem is deciding which ideas to implement and which to let die without further consideration. As a leader, there are many factors that we consider before moving on to the proposed improvement.

Today we will look at one of the reasons new concepts are discarded without due thought. The source of the innovative idea is often the deciding factor for many of us. If it came from a knowledgeable employee with many years of experience or from a superior who can terminate us, this thought is considered. The one that got away is probably from a new hire, temporary employee, intern, or other low-level worker.

Some of the freshest and best ideas are proposed by those whose minds are not clouded with all the things that take up the time of upper management. Some companies have programs to reward employees or even customers with their ideas.

I took a product proposal to a purchasing agent when I was in outside sales. As I explained this new product and asked where it might be used, I was told to wait a few minutes for the maintenance foreman. When he arrived, I explained this item and saw a light spark in his eyes. We discussed prices and the various places it could be utilized.

He had an application, and he had been looking for a product that would solve a particular problem. I showed the P.A. a new item that he thought was what they were looking for. This is just one example of me making a sale because I had what the customer needed. Unlike advertising for most commodities, I did not have to create a need or desire.

To me, that was the best way to make sales. I never pushed products or services onto a client. My technique was to explain the benefits of items and ask if the product was something that could be of use to them.

My new district manager did not believe this was the best sales procedure. He thought I should push for a close on anything that we had available. I was able to turn our branch’s profit margin around in six months after three years of being in the red. When I saw that this new boss and I would not be able to agree, I found another position after twenty-five years with that company.

My new boss at the next company appreciated my ideas enough that I received a promotion after just three months on the job. I felt that this was my dream job. Sometimes the better idea that you need may be changing positions or companies to continue growth in your career.

©Copyright 2026 by Charles Kensinger