Business acumen is your keenness and quickness in understanding and dealing with a business situation. Here are 34 points of light that I wished I’d been taught when I first started my [...]
Landing a large service contract with a big company is the holy grail to service contractors that don’t have them. Big deals have their upsides and down. Unfortunately service contractors [...]
You’re the supplier of a large dollar service contract, successfully delivering for 3 or more years. Now it’s going out for rebid and, unfortunately as incumbent, you’re saddled [...]
You may already have it – that is if you’re a contract service supplier. From the first day you started service you’re a potential victim of incumbent-itis. As you work [...]
Sales people have strange beliefs. Not you. Some of them though. They must have, judging by their actions with customers. Here are a few interesting ones. What do you think?
As a consultant, I’ve seen an unintentional decision playing out among large service contractors (those with dedicated sales resources) and smaller firms as well. Most of these firms are [...]
Is the only benefit of sales personnel their ability to secure a signed contract? Consider this; you’re the one responsible for bringing on new business, you’re boss oversees your [...]
Service contractors can should learn a great deal from web marketers. Web marketers are data diligent and process aware. They’re focused on “conversions” – points in [...]
What’s important to you? Or put another way, what is your single most pressing challenge today? That pressing challenge is the one keeping you from getting or enjoying what’s [...]
