The Incumbent’s Dilemma in B2B Services
Why incumbent service contractors should worry and what they can do about it. It’s a fact of life (FOL) that B2B incumbents have it rough from their customers. Customers know when their [...]
21 Rules of the Competitive Proposal Game
Selling a B2B contract is a game where buyers pick winners by judging sellers’ proposals. If sellers blow the proposal (aka losing) they’ve wasted all their time, effort, and money on that [...]
