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     Square Pricing in a Round Hole

    Square Pricing in a Round Hole

    April 8, 2021

    When B2B contractors respond to RFPs they often have to place their pricing into customers’ pricing models, e.g., spreadsheets or online forms with built-in formulas. Sounds easy; just [...]

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     From the RFP Stack: How to Format Text-Only Responses

    From the RFP Stack: How to Format Text-Only Responses

    March 29, 2021

    Welcome to the RFP stack. It’s the pile of customer requests for proposals that B2B contractors cue up by date to complete and submit by the RFP deadlines. And it can be daunting. For B2B [...]

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     Hourly Wages by Any Other Name

    Hourly Wages by Any Other Name

    March 19, 2021

    For more than 400 years the often quoted “What’s in a name? That which we call a rose, by any other name would smell as sweet” implies that the name of a thing does not affect [...]

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     Pandemic Vacancies & Re-Occupancy Uncertainties

    Pandemic Vacancies & Re-Occupancy Uncertainties

    March 10, 2021

    The road to reopening workplaces this year is rough. Building owners and managers certainly have their work cut out for them. So too their service contractors. The odds against a smooth and rapid [...]

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     Best of Revenue-IQ Articles 2020

    Best of Revenue-IQ Articles 2020

    December 8, 2020

    Well, 2020 didn’t turn out like anyone expected. Pre-pandemic, the world seemed more of the same but not so now. Nor in the coming months. For Revenue-IQ, 2020 articles fell into two [...]

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     Ask Me Nicely – Complying with COVID Measures in Commercial Buildings

    Ask Me Nicely – Complying with COVID Measures in Commercial Buildings

    November 18, 2020

    We may be midway through this pandemic but it will get worse before it gets better as infections surge in flu season; like one train wreck crashing on top of another. Mark Twain said, [...]

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     Rebuilding Trust in the Built Environment

    Rebuilding Trust in the Built Environment

    October 20, 2020

    Building owners and managers are in an existential bind. They have trillions of dollars invested in the built environment, yet many occupants are concerned about returning indoors (55% of U.S. [...]

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     Information Overload: “When and How to Reopen”?

    Information Overload: “When and How to Reopen”?

    June 10, 2020

    I hope the re-open momentum doesn’t overwhelm good sense and science. It’s understandable to want to get back to work, worship, and events (and I really miss good restaurants). On [...]

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     Runway to Reopen: What’s Yours?

    Runway to Reopen: What’s Yours?

    April 15, 2020

    Tomorrow is officially back on the calendar. Businesses will dig out from sheltering in place. They’ll be coming from a feast of selling emergency services to essential businesses in the [...]

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