Hollow RFPs

Does this sound familiar? Several years ago, a VP for a large facility services firm noted an increase in Requests for Proposal (RFPs). Normally lots of RFPs are a good thing. However, these RFPs [...]

Give Value First

Customers. We don’t make them customers. They are that way themselves. We don’t make them buy. They do that on their own. They buy: Solutions to their problems Improvements to reach [...]

Growth in 3 Strategies

There are only three strategies to develop new business: Rainmakers, Acquisitions, and Organic Growth. None are mutually exclusive of the others. Contractors can use some degree of all three at [...]