About the Author
Steven Innerfield, CSDS is the
owner of ShredMetrics, LLC.
ShredMetrics, LLC is a consultancy helping independent Secure
Destruction companies increase efficiencies to become “Sale-
Ready” and also the provider of the Q-Shred TM suite of shredding
I go back to the very first guy that I ever worked for.
He always emphasized that you should never sell on
price, because there will always be somebody cheaper.
No matter how low you go there will be someone to
undercut you. NAID has given members access to a
strong tool to change the conversation. Here it is – NAID
Not NAID AAA Certified? Think you don’t need
Frankly, you don’t know what you don’t know. You are
missing business that you didn’t even know existed.
• Did you know that companies vet you before they
reach out to you?
• Did you know that many companies who require a
NAID AAA Certified firm to service their business,
don’t include you for their RFP because you already
According to Gartner, 57% of the purchase decision is
already made before customers approach a provider1.
Before they even pick-up the phone to call you or fill out
a web form, they already know who you are, what you
offer, and what you are about. NAID AAA Certification
might just be what gets you onto the short list before
“NAID has given members
access to a strong tool to
change the conversation.”
That’s why our business promoted the fact that we were NAID
AAA Certified all over the website and on our business cards.
We wanted to educate the consumer enough that there was
no doubt whatsoever that we made the grade. The prospect
may or may not have liked us in the end, but we were never
ruled out for not meeting the prerequisites for being a serious
Being NAID AAA Certified made or broke winning business,
I’m sure more than I ever even knew. It affects the buying
But it does nothing if the client doesn’t know about it.
So get NAID AAA Certified.
Strengthen your business operations.
And then tell the world. Repeatedly.
And watch your company grow.
“We were never ruled out for
not meeting the prerequisites
for being a serious bidder.”