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Maynard M. Garfield (Garf) is the founder and chairman of Persuasive Communication. After graduating from Northwestern University with a BS in business administration, Garf spent two years in the service. He was assigned to Scientific and Professional Personnel Services and carried a top secret security clearance.
After discharge from the service he began selling medical and hospital equipment and became the top salesperson in the company for four straight years. At 31 years of age he was the youngest regional sales manager in the history of the company with his region number one in volume and profits.
Garf was offered the position as lecturer in charge of the sales courses in the evening division of Northwestern University. This position lasted for some 12 years. During that time he became a sales editor for two national trade publications and was a regular contributor and lecturer for the American Management Association. He was consistently chosen as one of the highest rated lecturers and seminar leaders.
It was early during this period that Garf wondered, “Could I make it out in the real world. Could I be successful selling and providing training services to industry?” Soon after, Persuasive Communication (www.ecgpc.com) was born. Looking back, Garf remembers that his very first account was Crib Diaper Services. He rode with route salesmen and taught them how to sign up expectant mothers for diaper service. Today he jokes, “If you haven’t been in a diaper truck in the middle of August with fifty soiled diaper bundles in the back, you haven’t earned your stripes as a training consultant.”
The firm grew with clients the likes of Corning Glass, Johns Manville, American Hospital Supply, Market Facts, Environmental Resources Management, and Cincinnati Milacron. In almost every case there was something different and unique that distanced Persuasive Communication from other training firms. They almost never conducted a single stand-alone program. Instead they became an ongoing and integral part of a firms continuing training activities. Many clients used Persuasive Communication repeatedly over a ten to fifteen year period. Perhaps this is because of one of Garf’s underlying basic philosophies – “Training should not cost, it should pay for itself. If it does not contribute directly to the bottom line – don’t do it!”
Today, Garf is semi-retired and teaches on a limited basis. “I am failing miserably at retirement. I need to be needed. Some people like to grow flowers: I like to grow people!”