Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]
As of April 3rd, 2020, it’s a cliché to say life and work will never be the same after COVID-19 but it’s still painfully true. For service contractors whose bulk of business is with [...]
Let the inevitable coming of spring refresh and reinvigorate us from the winter of COVID-19 and help us retain the lessons learned to prevent the next pandemic. However, the New Normal [...]
This isn’t as strange a question as it sounds because many (most?) B2B service contractors confuse “goal” with “purpose.” Ask contractors what is the point of [...]
Q: What is the single solution to retaining B2B service contracts? A: Do more, now. Yes, it’s a trick question and a Sisyphean answer. But the truth is whatever service contractors do to [...]
We live and work in a culture and time swimming in new technologies, many of them little more than hyper-hyped optimism. Tech-hype has warped service expectations when B2B customers [...]
Account retention: Whose job is it anyway? All B2B service contractors face the challenge of retaining customer accounts to survive – and yet rarely structure or resource themselves [...]
Incumbent contractors in the B2B service world know winning the work is just the beginning: It’s the initial, necessary milestone in the lifetime of the contract and customer relationship. [...]
The world changes and yet remains the same, with so much in business and B2B sales that’s clear in hindsight. If only we could benefit from that clarity before the painful events that teach [...]
