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There’s a sales number that’s gone missing. As a result, service contractors are blind to how well their selling. The missing metric? The win ratio (the percentage of bids won to [...]

Back in 2009, I’d written this article with 3 stages of the Buying Cycle. Since then, besides getting older, there appears to be at least 4 stages and they’re about receptiveness; [...]

This preparation is for contractors seeking to win a facility service contract of $1 million dollars annually, or more. Why a million? Just a nice number to say a contract opportunity is worth [...]

U.S. immigration laws, enforcement and politics are tied up in an overwhelmingly complex knot. Immigration touches all areas of society: the economy, publicly funded social systems, and universal [...]