Brand Awareness is a Paper Wall
Anybody can gain brand awareness. It’s easy. Ever hear about streaking – the short-lived fad in the 70’s? That was someone’s 15-minute brand awareness, or longer if jail [...]
The Lifetime Value of a Customer
A local tree service made me think about the lifetime value of customers. High winds and shallow-root hemlocks don’t go well together. After this winter’s storms we ended up with half [...]
Layering Buying & Selling Cycles
Winning facility service contracts involves two cycles: the buying cycle and the selling cycle. “The Revenue Monkey & Sales Stages” outlines the sales cycle, but there’s [...]
Reversing Into Darkness
You know what a reverse auction is. Leaving the light, moving into the darkness, and finally oblivion. From a contractor’s perspective anyway. I don’t like reverse auctions. [...]
I Wish Customers Were Smarter #2
You’d think annual wage increases for employees would be a no-brainer. However, there’s a difference when it comes to whose employees get an automatic cost-of-living raise. Customers [...]
